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Closing
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Asking for the business without being perceived as aggressive
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There were 8 articles found in this category:
 Uh... I think you are leaking closing ratio
Uh... I think you are leaking closing ratio What holds us back from hitting our volume and income objectives? For most salespeople, the difference between where you are and where you would like to be is only a matter of a few points in closing ratio. So where do we "leak" closing ratio? A h ...
- Un-training. How to combat the deterioration of sales skills
My team has experience – they don’t need more training! Over the years we have seen many automotive dealerships fall into the trap of viewing training or skill development as an event rather than a process. Once a salesperson has attended sales training they are good to go rig ...
- To pause or not to pause?
Mastering the art of pausing can be a powerful tool in the sales process. There is however, a time to pause, and a time not to pause. A time to pause… The pause can be used most effectively by a sales person after they ask a client a question. Obviously, the idea behind asking any questi ...
- Shelving the price issue
A common complaint we hear from salespeople goes something like this: "Why is it that practically the first thing out of a new prospect's mouth is a price question? We barely get into introducing ourselves and they want to know what the best price is on the red one." It's true, early price ques ...
- I just want to think about it
Don't you just cringe when you hear those words? Don't they always seem to come after you have spent over an hour with your customers? After you have worked hard to establish common ground, got to know their needs and wants, shown them a vehicle that meets those needs perfectly, and helped them ...
- Let them know what's coming
Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objections at the meet and greet that we have come to expect like: "just looking" or "this is the first plac ...
- Don't Try So Hard - Make More Sales
Here's one thing you can do that will guarantee poor sales performance: try really hard to get the sale. Yes, you heard right. Try really hard to get the sale and you will decrease your chances of getting the sale. Here is the explanation: When sales people try too hard to get the sale – ...
- Now Commitment
More clients will say yes if we ask the right way. If we have done a great job with our prospect and we have already: INTERVIEWED the customer and know their lifestyle, needs and Dominant Buying Motive. SELECTED the right product to meet those needs. PRESENTED the Features Advantages, and perso ...
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