In the competitive world of auto sales, closing a deal is the ultimate goal. But it is not only about the sales lasting impressions on customers that can provoke them to return and recommend other buyers are even more important. While several entrepreneurs concentrate on the initiation phase of the selling process, the real magic happens when it’s time to close the deal. This is where the most successful auto sales professionals stand out. In this article, we’ll discuss proven Effective closing techniques for auto sales professionals that can boost your success in auto sales and help you become an expert at sealing the deal.
Closing is perhaps the most integral part of the auto sales process when dealing with customers. This is the stage, where the talk shifts, from looking at or trying out alternatives to cementing the deal. Many customers are pushy, apprehensive, or needy and in such cases the salesperson must find the inner strength to finish the purchase. This is where your closing techniques come in. These closing tactics help to ensure the customer progresses from the purchase stage to the actual transaction within the shortest time possible.
A successful close, however, does not necessarily translate to pressure one or the other, but rather assessing how best to satisfy what the client needs and addressing any issues he or she might have in order to enhance the decision process. When one has command of the closing techniques, there are no lost sales because every customer is appreciated for whom they are and making ‘no sale’ becomes a very rare occurrence, if not impossible.
One of the most useful closing techniques used in the auto sales business is the assumed close. Effective provision of service, this technique demonstrates the conviction that the client has already decided to take the auto. It consists of asking questions or making statements that assume that the customer is ready to take the next step.
For instance, you can say: “I must say this model appears to be an ideal choice for your family. Should we talk about the available financing options?”
Asking these kinds of questions leads the conversation in such a way, that the customer moves from indecisiveness to the state where it feels like a choice has already been made.
Another method is the ‘urgency close’, which takes advantage of the fact that people sometimes might want to think longer over their decision. In such cases, one would wish to create an ‘urgency’ in them whereby they want them to act instantly, more so because you believe so much that the car is right for them.
For example, you are likely to say, “This particular model has been quite popular and we do not have many left.” Or say for instance, “This week there is a good deal on the financing but that will be gone after a short time. This is an opportunity to beat the rates and lock those in.”
The thing about the urgency close that’s important is that one does not resort to high pressure sales techniques but rather that; there is a benefit of some sort to the familiar with as opposed to the later. This works particularly well when the customer has expressed some interest but has not fully decided yet.
Deciding on which product to buy is sometimes more difficult for the customer than the actual sale. The alternative close is a good technique especially when the customers cannot make up their minds. You do not need to ask them if they want to buy; just give them other options which will still result to them making a purchase.
For instance, I can say, “Would you take the red car or the blue one?”
This strategy is effective in that it helps to bring the attention to the issue at hand, and therefore the decision does not become too burden to someone. The customer does not think that they are deciding on whether or not to make a purchase, but on which option they would like to go for, and makes it easier for them to accept.
Sometimes, customers need a little reminder of why they should make the purchase; the buyer needs a little help and a good reason besides the obvious one to persuade him to make the purchase. The summary close involves summarizing the big picture which explains the vehicle’s merits and repeats the reason(s) it’s the best fit for the customer.
For instance you can say “So this auto comes with great fuel economy, five-star safety and extended warranty cover. WHO would say NO to that? Especially given the fact, that with our financing options, the monthly payments are so low.”
This value, in as much as reminding the buyer the worth that he’s getting helps in reassuring him on his purchase decision that is almost firmly made, he’s just waiting to conclude deals. It is an excellent way of bringing everything together and advancing towards the conclusion.
Before going in for the final close, it is always important to carry out something called a trial close as it helps in knowing the whereabouts of the customer and where they are likely to go from that point. This technique consists of making a query to determine how far the person is willing to go in decision making other than telling them to make a purchase.
Some examples of trial closes include:
“How does that sound to you?”
“Do you feel this model meets your needs?”
“Is this the right time for you to make a decision?”
The main purpose of trial closures is that they enable you to handle any last-minute concerns before deciding to perform the final closure reducing instances of being overbearing on the client who is not ready quite yet.
If you think that the client has made up their mind and their objections have been satisfied, the direct close is often the quickest and most effective option. This simply consists of asking a client if they wish to complete the sale.
For instance, you could ask things like, “Are you ready to move forward with this auto today?” or “Are we clear on everything so you can drive your new auto away?”
The direct close is appropriate when trust has already been earned and the client is indicating they’re close. It is straight to the point and displays your assurance concerning the business transaction.
The “if I… will you?” close is a great way to address objections that are preventing the customer from making a decision. n this method, one proposes some extra benefits in the form of lower prices, extra features, easier financing etc. for a promise.
For example, one might say ‘If I managed to get you a lower interest rate, will you be willing to go ahead with this model?’
This conditional offer can help overcome objections related to price or financing, making it easier for the customer to commit.
Mastering closing techniques in auto sales is an integral part of the success. Purposeful buying or coming to a decision of purchase in the customer is a matter of knowing how to assist the customers at the right time with the right thing. It may be the assumptive close or even the urgency close, the point is to pay attention, to the customers and their needs and remain calm.
Closing a deal isn’t about pressure, it’s about helping customers make informed choices. With these techniques, you can also create a lasting experience for the customer and encourage their support for your aim in auto selling over a long period.
The list of techniques consists of an assumptive close, urgency close, summary close, and alternative choice close. These tactics act as catalysts encouraging customers to make up their minds and purchase the car.
Listen to their fears and answer them clearly and honestly. Reassure the customer by using facts and relate the car’s features to the needs of the customer.
Not at all, closing a sale is assisting the clients in making a choice but not forcing them to do anything. It is worth concentrating on the clients’ desires and establishing trust for the entire period.
The strategy chosen depends on the type of the client and the phase in which the buying process is at. In this case, the urgency close comes in when a client is interested in the services offered, but they are still sitting on the fence.
Be an active listener; gain an in-depth knowledge of the products and remain assertive at all times. Every customer will be different so strategies should be adapted to each one and improved with practice and training.
