Page 59 - Car Sales Training Manual

• Once the areas of positive agreement have all been ticked off, it is time to ask a closing question on the car’s suitability.
eg. “Sounds like we’ve got the right car for you”
“From what you’ve told me it seems we’ve found the right car for you”
• After asking this product closing question 7*2&.3 8.1*39 until you get an answer.
• Any late objections can be isolated and handled immediately.
• Any objections to the car’s features can be handled by perhaps switching models, or by using a Balance Sheet close.
“Well, on the strength of all the pluses, it still seems like we’ve got the car for you.”
• Any persistent discount requests prior to agreement on the car’s suitability should be gently but firmly met with a reiteration of:
“We can’t focus on the financial side until we agree we have the right car for you.”
• 􏰄;*7> customer must be asked a summary product closing question before they leave you.
END RESULT: • Your aim as a Sales Consultant is to ‘earn the right’ to ask a closing question on a car’s suitability with *&(- &3) *;*7> (:8942*7.
This training session provides practice in the simplest technique to achieve this aim: a summary ‘product close’ from your notebook details.
ROLE-PLAY ACTIVITIES:
(i) Divide the sales team into customer/Sales Consultant pairings and quickly develop a list of typical customer vehicle requirements in each Sales Consultant’s notebook.
– Take turns conducting a summary product close, paying particular attention to developing a natural, relaxed manner.
– Once the list is checked off (and the positives overwhelming) practise your closing words remembering to then remain silent until an answer is forthcoming.
– Be enthusiastic about a positive decision.
(eg., “That’s great! I’ll advise my Manager, but first we might just take a quick look at our colour board because this model is currently very popular and 􏰗􏰗􏰗􏰗􏰗􏰗􏰗 ”)
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