By Tom Hopkins
Having a well-trained revenues workforce is like having assurance in your ads money. Your advertising and marketing efforts trap the eye of dealers. The revenues staff converts these efforts into closed revenues and chuffed consumers. they're the place the rubber actually meets the line within the vehicle undefined. enforce the six guidance during this publication and watch because the self belief point of your crew raises correct together with your sales. the various components lined during this booklet include:• find out how to plan actions that result in productivity.• how you can aid power dealers such as you, belief you and hear your recommendation in solution to their automobile needs.• inquiries to ask to figure out quick if purchasers are certified or simply dreamers.• tips on how to circulate from the presentation to having closed revenues.
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Why is it so important to keep quiet? Say the prospect hesitates for a few moments, wondering when they should take delivery. You become uncomfortable and assume that they are questioning the investment so you blurt out that you'll see if you can get them a discount, when that wasn't even the issue. You can’t know what they’re thinking when they’re quiet so don’t try to guess. Just sit and wait. The average salesperson can't wait more than ten seconds after asking a closing question. If "Mrs. Jones" hasn't answered by then, they'll say something like, "Well, we can talk about that later," and go on talking, unaware that they have just destroyed the closing momentum.
If "Mrs. Jones" hasn't answered by then, they'll say something like, "Well, we can talk about that later," and go on talking, unaware that they have just destroyed the closing momentum. And it's probably not just the one close that is destroyed. "Mrs. Jones" can certainly keep quiet for a few moments—almost all undecided buyers can. If you're true Champion material, you can sit there quietly all afternoon, if you have to. It takes concentration, but the actual silence after asking for the sale rarely lasts longer than 30-40 seconds.
6 Practical Tips for Closing Automotive Sales by Tom Hopkins