Sold Line Close

1.    This is an all-around action close. Use this when you have a pretty good idea or feeling that your customer is ready to buy. Start by noticing their buying signs or when your customer is agreeing that they like the vehicle. You can pick any spot on the dealership parking lot and make it the “Sold Line.” Just make sure you point your finger in the direction of where you want them to park and above all else make sure you are confident with your tone and inflection.

  Well, it sounds like we have found the perfect car for you. Why don’t you go ahead and park it in the sold line. I will get the keys and we can go inside to finish the minor details. Will you be registering this in one name or two?

Who Are Your Phone Customers?

Basically there are 4 types of customers that call into the dealership and if you

can identify their types of personality, would you agree that it would make your

job easier?

1. Information - Customer - They don't have the time to drive around and

are calling you to provide them with information. Probably spent several

hours researching the Internet for information. When Communicating:

Profile their wants and needs and build your conversation around those

facts.

2. Evaluator -Customer - Does all their homework at home - internet,

consumer guide, and library etc ... Calm and detailed - When

communicating: Take your time, give a lot of information, be specific and

encourage feedback.

3. Directors - Dominator - Determined and very decisive, usually needs the

best price and bottom line before they come in... When communicating -

be direct, to the point and be business like. Possible 10%

4. Shopper - Initiators - Spontaneous and argumentative, calls 3 -4 stores to

get information and best price, compares what one store will offer against

the other. When communicating - be quick and show confidence, offer

opportunity to them.

Have you noticed that all phone opportunities start with the customer asking

the questions?

Example:

Customer: Do you have any low mileage two doors in stock?

Normal Response: I think we have one, but I would need to check it out

Try This - Rephrase the question back to the customer immediately -

Salesperson: Sounds like you know what you want, so you’re looking for a low

mileage 2 door right? And are you looking for light or dark colors

Motivating Your Players To New Levels

Motivation comes from the inside and the key to effective management is the ability to get your team to motivate themselves. Motivation is an inside job.  People need to be praised and feel

like they are part of the team. Take those feelings away and you’re back to short-term results and old time hard tactic management – neither of which leads to long-term success.

The “If You Were Me” Close

1.      If you were me and you had a customer who you couldn’t quite get them to cross the line and buy today, what would you do? 

Most likely the customer will say, drop the price?  Then you use the budget close.

Great closers know that they have closes that are designed to flush out objections. This is one of those close’s. This close will help you flush out the objection more then anything. The easiest thing to do is to drop the price. Let me share with you that it doesn’t take skills to drop the price. A salesperson without skills normally always drops the price right away. It takes skills to hold the price and gross. I once had a salesperson say, “I wish this job was easy”, I shot back with; well, if you were good it would be easy!

An Easy Everyday Close To Help You Close More Sales Today

1.      Summary Close

 “Wendy, you did like the way the car drove didn’t you? Plus you liked the blue color as well right? Isn’t this car also going to get the gas mileage you said was so important to you? Well it really sounds like we have found the right car for you, are you going to register it in one name or will it go in both names?

This is a great close to use right after the demonstration on the lot. The worst thing you want to do after the demonstration is say, so what did you think about it? That is vague and it will give the customer a way out or bring up an objection that will be hard to overcome. Close with confidence. Get your customer to say yes to you during the sales process and at the end, summarize their wants and needs or hot buttons. Closers, remember to read, write, and role-play the closes 30 times to master them so that when it’s time to close, you can close like a professional

The 5 Types of Training You Need

There are 5 types of training that will guarantee the success of your overall training program …

 1.            90 Day Initial Training

 This is the training that every new hire gets – whether or not they’ve sold cars or anything else in the past.  This training pulls your new employee into the common vision.  The training should cover basic orientation, dealership policies and procedures, the way you want every customer handled, goal setting and daily activity management.  And you should always assign at least one manager and one sales mentor.

 2.            Outside Workshop Training

Every quarter, it’s important to expose your employees to training outside of the dealership or from other trainers.  An outsider will re-enforce what’s going on inside.

 3.            On-Going Daily Classroom Training

 This is the daily training inside your dealership.  It’s structured, organized and follows a pattern of skill development.  Each session should last one hour.  It’s a combination of DVD programs, role play sessions and interactive group discussions and exercises.

 4.            Daily Online Training

 To be effective, training must be reinforced. Our Supersystem.Tv Online training courses are designed to help you as a manager, train and develop your salespeople consistently

 5.            Personal Development Training

 Each individual has strengths and weaknesses, work on those so you can develop them as well. Remember most people have problems, and where do they bring their problems?

The World’s Greatest Closer Has

The will to win and ask for the order - Just Ask It - Just Close it!

The skills to handle objections - Practice it every day, you will hear them forever

The ability to handle and overcome rejection - Let it go, say next!

Such a strong belief in what they sell, that if their prospect doesn’t buy it, they will have to go into sensitivity training, to get over it – lol

The ability to speak on their feet and handle any type of questions

They train, they train, they train, and they train to insure performance

Listens to self-help programs to build up their skills

The World’s Greatest Closer has the best damn positive attitude

The confidence to close anyone

Won’t take no for an answer…no to them means not yet

Doesn’t allow the underachievers of selling to bring them down

Takes time out every day to polish their vocabulary

Practices their selling scripts

Persistence

Is a great listener; It’s almost impossible to listen your way out of a sale, but you sure can talk your way out of a sale

Shuts up when they ask for the order

Follows the road to the sale, which is paved with the buying and selling process

Knows that proper preparation prevents poor performance

Knows that Faith is stronger than anyone or any tool known to Man

Inside Collector Tips and Secrets

Collections Made Easy

A few stats about collections...

1. Most collection industries average about 20% delinquent debt. Better than the 30% that it was years ago, probably because of aggressive training and development.
2. The debt collection industry will experience a 23% growth by 2016.
3. Agencies nationwide reported an uncollectable amount of 40 Billion dollars.
4. 26% of Americans don't pay their bills on time.
5. Some people think that a Buy Here Pay Here lot is a bank masquerading as a used car lot.
6. The national average for customers who are one day late is about 22% while over 30 days can be around 6%
7. 70% of most dealership collectors have been with the same dealer for over 2 to 5 years. That is why turnover is a problem.
8. 10% of the customer base does not get called or communicated with and eventually falls so far behind it becomes a lost cause.
9. Every time a car is reposed, another loan must be made to replace the failed loan. The same thing happens again, same type of customer, the car is never better, and the customer never changes.
10. My made up stat is 100% if you don't review the notes, read the notes, and respond accordingly than you will lose control of your own accounts.

The True Secrets.....

Being the best damn closer is not an easy task for most to undertake. It's great to have 15 - 20 closes, however, remember when you ask for the sale two things are going to happen. One, the customer might say YES, and the other is they might say NO. If you don't know how to handle objections then most likely your closes will rust. Along the way most salespeople's confidence evaporates. When that happens to a salesperson all things seem to fall apart. The basic steps to selling are sacrificed; the skills to bypass price, your attitude, and enthusiasm disappear. So let's get started on how to handle objections.

There aren't that many objections in the car business. It sounds like there are a lot, however, there are only about 5-7 true objections and in all actuality it’s really customer concerns.

The 6 steps to handling objections are as follows:

1. I understand
2. Confirm customer needs - you do like the car, don't you?
3. Identify objections - Is the car, the make, the model, or is it the price?
4. Paraphrase objection - Is sounds to me like you want to make sure this fits your needs and your budget; am I right?
5. Isolate objection - Okay, so other than this fitting your needs and your budget is there any other reason why we couldn't wrap this up right now?
6. Close - Congratulations. Are you going to register this in one or two names?