Art of Closing (Closes (Terrible closes (How does this sound to you?, What…
Art of Closing
No reason to close if they aren't on the right car.
No such thing as a good deal on the wrong car.
How does this sound to you?
What do you think?
What do we need to do to earn your business?
The silent treatment after numbers.
Market Based Pricing
Handles the Price Objection
Do you remember what the discount was?
3rd party software does the pricing
Compares to all the other prices in our area
The vehicle is pre-discounted thanks to the internet
Alternative Choice close
Presenting Multiple payments
Offer shorter terms
Don't show 72
Educate client about short payments
Eats depreciation faster
Lease as an option
Option to purchase
Split Payment disclosure
Best Value Guarantee Close
Title Registration Close
Are there any accessories you want to before you take the car?
People need your help making a decision.
Its the 2nd biggest purchase.
There is a value exchange
They do it infrequently
Pressure is persistance.
They are going to buy the car someone.
Presenting the numbers
You have to love the car
Explain tax saving on trade
Reinforce market based pricing
Narrow down the choices
Ask them to initial what works for them and sign.
Price of the car
Market Based Pricing Close
A complaint isn't an objection
Get help from Manager