The Five Basic Car Sales Closing Techniques

When you sell cars for a living, one of the most common terms you’ll hear is closing the deal. Sometimes a successful car salesman or sales manager can be called a strong salesperson or a good salesperson, meaning they are adept at closing the deal with the customer. If you’re determined to make big money, you’ll need to hone your car sales closing skills. Below you will find car sales closing methods and techniques from which most other techniques have evolved or are variations of these car closures.

Whether you’re new to the auto business or have been selling for years, it will help you know these auto sales closing techniques like the back of your hand. The better you know them, the more you will use them and the better you will become.

Car Sales Closure – Show Me The Money

1. Suppose you are buying: This is by far one of my favorite auto sales closing methods. When you assume the sale is a closed deal, you naturally act and speak in a way that is not only conducive to completing the sale, but the customer will pick up on your words and actions and follow you. When you go through the steps toward selling, assuming they are going to buy a car at the end of the process, the customer will either buy the car or object. If they object, continue to overcome their objections.

2. Ask them to buy: This may sound simple, but you might be surprised how often new salespeople or less experienced car salespeople continue to talk about the vehicle without even asking for the sale. However, you must remember that you don’t stop asking after once or twice. Typically when you use this car sales closing technique, the first thing that comes out of your customers’ mouths is an objection. Great, that means you are moving forward, see objections below.

3. Create urgency: If you are in the car business, you know how important it is to sell them NOW because we all know “Be Backs”. The car buyer tends to say that we are just looking or not in a rush, but it is their job to sell them NOW. Sometimes in order to achieve your goal, you have to create a sense of urgency in your customer in order for car sales closing attempts to work. You want them to believe that they will miss out if they don’t buy now. An example could be the end of a sale or the availability of the specific one because they are interested in buying. A note of caution here: a little goes a long way, and when you overdo the urgency combined with closing the sale, you can come off as pushy or like a high-pressure salesperson.

4. Make it easy for them to say yes: Hear what they want, and then make their wants and needs a part of your auto sales closing statements. Use your statements to close the deal. For example, you said you wanted a red car with a sunroof and a payment of less than $ 400, right? o You said you needed a car that goes 30 miles per gallon with capacity for five people and has a remote entry and $ 5000 to trade in, correct! Are you getting the idea now? It makes it easy for them to buy a car when you’ve met their needs and wants, and you use their words to make that point.

5. Go for the gold – Objections: This is where the money is, it is at your customer’s objections. When it comes to closing car sales, it always comes down to objections. It’s the customer’s way of saying: I’m still not convinced, I need more information or you didn’t generate enough value in your product, in the dealership and in yourself. It’s not that they don’t want to buy the car; it means you have work to do before they buy the car. Overcome your objections one at a time as a checklist and then close the car sale.

The car salesman will often use several of these car sales closing methods or a combination of many other techniques designed to sell a car. It all comes down to closing the sale with your customer and they must be willing to buy the car because regardless of the techniques you use to sell to the customer, they must make the final car buying decision.