F&I and Showroom, October 2019

www fi magazine com 24 F I and Showroom October 2019 Y You have to be The Hammer to be a good closer You have to be a natural to be a good closer Only a few people can become good closers None of the above are correct about closing Isnt closing sort of a mystery Isnt closing one of those things everybody talks about but nobody ever quite explains to you just exactly how it works In fact dont most people assume good closers mostly come by their talent naturally and that youre either good at closing or you arent and theres not much you can do about it Or worse dont a lot of people think closers rely on deception to close more sales When closing comes up dont the weakest salespeople talk about it being something negative they would never do to their customers Isnt it always much easier on our ego to blow off things like closing or dealing with price or getting everyone behind the wheel rather than admitting we just arent very good at it yet Well its time to put those preconceived notions to rest once and for all If you want to be a better closer you have to work at it But that goal is well within reach for the dedicated automotive sales professional THAT CONVERSATION NEVER HAPPENS Ive heard managers talk about how nobody had ever sat down with them and said This is exactly what closing is here are the steps to follow and here are the exact words to say all along the way Even in most dealerships that do training so few people really understand closing and objection handling that even some of the best closers really cant explain what they do or how they do it It isnt that closing is rocket science Its just a very deliberate process thats made up of a lot of steps just like almost everything else in life Change a tire follow steps Build a car follow steps Close the sale follow steps The steps to closing are way more involved than changing a tire and closing depends on you having a toolbox full of other skills and processes not just a few closing questions Two of the hardest concepts for people to understand about selling and closing are Questions are the answer Everything matters Not understanding those two simple statements is why so many people are looking for the secret closes at the end of the selling rainbow Help Your Dealers Close the Sale Sales consultants are led to believe great closers are born not bred Top trainer disagrees and shares a process you can use to seal more deals no deception obfuscation or tricks required BY JOE VERDE GETTYIMAGES COM MICHAELJUNG SHOWROOM Six figure sales consultants have shed the bad habits and lame word tracks that send customers running to the competition