F&I and Showroom, November 2020

26 F I and Showroom Back when I was one of the top three Cadillac salespeople in America I discovered the most potent high there is It was addictive but fortunately good for your health well being and bank account Its the closing high you get each and every time you close an F I deal by getting a prospect to become your customer This high lasts a long time is cash positive instead of cash negative and it never gets old Closing deals is one addiction I strongly recommend for you Its the gift that keeps on giving Here are eight tips to help you secure the sale 1STAY CLEAR OF NEGATIVITY Putting a positive spin on the things we say and the actions we take will help close more deals Being negative can sabotage any attempt to close a deal Things that start badly often end badly 2TREAT EVERYONE AS A BUYER An accurate way to identify the most effective salespeople is that great salespeople see everyone as a potential buyer November 2020 B Closing deals is both a state of mind and a consequence of well thought out actions The power lies in the salesperson that focuses their laser vision onto the next person entering the dealership BY LARRY J FELDMAN GETTYIMAGES COM PATTANAPHONG KHUANKAEW FINANCE INSURANCE DO YOU HAVE WHAT IT TAKES TO BE A CLOSING JUNKIE 3BUILD RAPPORT Its critical to build value and rapport as soon as you greet someone You should always smile and make eye contact The importance of a first impression cannot be overemphasized Think about how you react to a salesperson that looks disinterested or doesnt make eye contact No one wants to engage with someone who doesnt look happy to see them How can you trust someone who doesnt look you in the eye 4PERFECT YOUR GREETING Many salespeople love opening up new conversations with Can I help you This usually earns a response of No thanks just looking How about going that extra step by saying Welcome to dealership name My name is your name may I ask yours The more you call someone by their name and then in turn they call you by yours the more rapport you build Find the greeting that works best for you Practice it and perfect it Use a mirror if needed