\n \u003C/div>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Car Sales Closes – The Ben Franklin Close\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n The Ben Franklin close is a classic technique that’s highly\n effective at closing car deals. To execute this close, make a plus\n and minus list to purchasing a vehicle with the customer. Usually,\n there will be tons of reasons why buying a new car is great, and the\n only negative tends to be the money. This close helps put things\n into perspective for the buyer and uncovers what is truly standing\n in the way of them purchasing the vehicle. Then, all you need to do\n is handle that pricing objection and take another go at the close.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Car Sales Closes – The Machine, Money, Me Close\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n When you go for the close, but the customer repeatedly hesitates\n from taking action, then it’s time to narrow things down. The\n machine, money, me close helps you find out exactly what’s\n preventing things from moving forward. This close is great at\n uncovering the customer’s true objection, so you can handle it and\n go for the close more effectively. Here are some example word\n tracks:\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"text-rev-details text-secondary space-y-4\">\n \u003Cp class=\"italic\">\n “When people tell me they need to go home and think, it always comes\n down to 1 of 3 things. Can I share them with you?”\n \u003C/p>\n \u003Cp class=\"italic\">\n “Number 1: Is this the right car? Do you like the color? The way it\n feels? Is everything right with the car?”\n \u003C/p>\n \u003Cp class=\"font-bold\">A “no” here means you need to find a new car.\u003C/p>\n \u003Cp class=\"italic\">\n “Is the money right? When I’m saying money, I mean the price, the\n payment, the down payment, what we gave for your car, the interest\n rate. Is all that stuff right?”\n \u003C/p>\n \u003Cp class=\"font-bold\">\n Here, you can find exactly what issue the customer has with the\n money if that’s what’s the holding the back. Then, you can simply\n handle that objection.\n \u003C/p>\n \u003Cp class=\"italic\">“Okay, it’s the right car and the right money.”\u003C/p>\n \u003Cp class=\"italic\">\n “Do you feel comfortable buying a car here? Am I the kind of person\n you feel comfortable buying a car from?”\n \u003C/p>\n \u003Cp class=\"italic\">“Let’s just do it then.”\u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Car Sales Closes – Inventory Closes\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n Example:\n \u003C/p>\n \u003Cdiv class=\"space-y-4 text-rev-details text-secondary\">\n \u003Cp class=\"leading-7 underline\">Trade Value Objection:\u003C/p>\n \u003Cp>\u003Cb>Customer\u003C/b>: “You aren’t giving me enough for my car.”\u003C/p>\n \u003Cp>\n \u003Cb>Sales Professional\u003C/b>: “I hear you. If I was you, I’d want to\n get the best value for my trade too. Remember when we were walking\n the vehicle earlier and there were those scratches? And how the\n tires needed to be replaced? That’s why your vehicle is valued\n this way. I guarantee that if you’re looking for the best money\n for your trade, then you’ve found it. Let’s do it.”\n \u003C/p>\n \n \u003Cp class=\"leading-7 underline\">Pricing Objection:\u003C/p>\n \u003Cp>\u003Cb>Customer\u003C/b>: “It’s too expensive.”\u003C/p>\n \u003Cp>\n \u003Cb>Sales Professional\u003C/b>: “I understand that you’re saying it’s\n too expensive. For the way this vehicle is equipped though, it’s a\n fantastic deal.”\n \u003C/p>\n \u003Cp>\u003Cb>Customer\u003C/b>: “Well, I need to save another 2K.”\u003C/p>\n \u003Cp>\n \u003Cb>Sales Professional\u003C/b>: “If you want to save another 2K, why\n don’t we go take a look at (XYZ lesser vehicle) without the\n sunroof and nav?”\n \u003C/p>\n \n \u003Cp\n class=\"text-rev-details text-secondary leading-7\"\n >\n This approach to the pricing objection helps put into perspective\n exactly what the customer is getting for their money. While they\n most likely will object to looking at a lesser vehicle, remember\n that they picked out all of these features and equipment\n themselves. Not to mention, customers are used to paying more\n money for better equipment for their phones, laptops and\n everything else they buy. This applies to buying a vehicle too,\n and using this logic is a great way to close the deal without\n touching the price.\n \u003C/p>\n \u003C/div>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Car Sales Closes – Close on the Difference\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n When struggling to close a deal on a certain payment, you should not\n close on the payment itself oftentimes. Rather, the deal should be\n closed around the difference between the new payment and the\n customer’s current payment. For example, if you present an $700\n payment, and the buyer’s current payment is $600, talk about what\n the buyer is getting for the $100 a month. For just a slight\n increase in the monthly payment, the customer can get what they\n really want. This logic allows most buyers to see exactly what they\n are getting for their money, so you can move past the objection.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Car Sales Closes – Knock-Out Punch Close\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n The “what’s it going to take…” close is a classic and for a good\n reason – it works! However, buyers know to expect this and it gives\n ample room for them to ask for things such as a reduction on a\n vehicle’s price. So, keep this close in your back pocket and be\n prepared with multiple other closes to utilize first. However, if\n you have exhausted all other options, this can be a great way to get\n the deal closed.\n \u003C/p>\n \u003Ciframe\n width=\"100%\"\n height=\"315\"\n src=\"https://www.youtube.com/embed/VuAK3k7V3JI\"\n title=\"YouTube video player\"\n frameborder=\"0\"\n allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\"\n allowfullscreen\n >\u003C/iframe>\n \u003C/div>\n \n \n ",{"id":184,"image":185,"name":186,"description":187,"categories":188,"date_created":190,"content":191},"presenting-numbers-in-automotive-sales-close-car-deals","blog5.png","Presenting Numbers in Automotive Sales | Close Car Deals","This late in the deal, so much time and effort has been spent picking out the perfect vehicle and bringing the customer through the sales process. So, it’s always a shame to see a car deal lost after all of this simply because the numbers were presented in the wrong manner.",[171,150,172,189,180],"Presenting Numbers","14 Oct 2022","\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n Presenting Numbers in Car Sales\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n This late in the deal, so much time and effort has been spent\n picking out the perfect vehicle and bringing the customer through\n the sales process. So, it’s always a shame to see a car deal lost\n after all of this simply because the numbers were presented in the\n wrong manner. Considering that the buyer has now taken a test drive\n and agreed to get this information, they’re committed to making a\n purchase. So, when presenting numbers, it’s crucial to be prepared\n to avoid letting these deals slip away. In this blog, discover how\n to present numbers in automotive sales in a way that makes it easy\n for the customer to say “yes” to making a purchase today!\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3 space-y-4\">\n \u003Cp class=\"text-rev-details text-primary fw-large\">\n The Best Way to Present Numbers\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n If you want to close more deals, then it’s imperative to present\n numbers the right way. To do this, we need to consider everything\n that the customer has done so far. They’ve spent hours researching\n online and have driven the car in person. In both these situations,\n they have seen almost all of the info they need, including pricing\n information. Therefore, going through every single line item on the\n sheet only opens the deal up to objections. Instead, just focus on\n the one thing the customer has not seen yet – the payment!\n \u003C/p>\n \u003Cp\n class=\"text-rev-secondary font-rev-regular text-rev-subtitle leading-7\"\n >\n In automotive sales, when things are no big deal to you, they tend\n to not be a big deal to the customer as well. So, recap all of the\n great things the customer loved about the vehicle, touch on the\n payments and then ask for the deal! For example:\n \u003C/p>\n \u003Cp\n class=\"text-rev-secondary font-rev-regular text-rev-subtitle leading-7 italic\"\n >\n “(Customer), congratulations! We got the hardest part of this entire\n thing over. You know what hardest part about picking out a new car\n is? Just picking out the right one, and we’ve got the vehicle you\n want with the (XYZ features/equipment). These payments are based on\n the vehicle we just drove and the market value of your vehicle. All\n I need you to do is to do is circle the one that works best, sign at\n the bottom and then I’ll get your new car ready for you.”\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3 space-y-4\">\n \u003Cp class=\"text-rev-details text-primary fw-large\">\n The First Move When Hit with an Objection\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n The word tracks used above typically make it easy to get the deal\n closed. Remember, if you’ve brought the customer this far, then\n they’ve landed on a vehicle they love and are committed to making a\n purchase. However, hearing an objection here is still by no means\n uncommon. If an objection arises while presenting numbers, then more\n likely than not, it will be a pricing objection, such as “it’s too\n expensive.”\n \u003C/p>\n \u003Cp\n class=\"text-rev-secondary font-rev-regular text-rev-subtitle leading-7\"\n >\n For most sales professionals, an objection causes them to assume the\n buyer has an issue with the price of the vehicle. Contrary to\n belief, an objection like “it’s too expensive” doesn’t necessarily\n mean the vehicle price though. Yet, making this assumption and\n jumping right into a conversation about the price will create a\n situation where the customer objects to the price. So, always\n clarify what the customer means first:\n \u003C/p>\n \u003Cp\n class=\"text-rev-secondary font-rev-regular text-rev-subtitle leading-7 italic\"\n >\n “Okay, so you’re saying that it’s too expensive. I hear you. Now,\n when you’re saying that it’s too expensive, is it the price? The\n payment? The down payment? What we paid for your car? The interest\n rate? What part of the money is bothering you?”\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3 space-y-4\">\n \u003Cp class=\"text-rev-details text-primary fw-large\">\n How to Negotiate Price When Presenting Numbers\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n If the customer responds that they have an issue with the price of\n the vehicle, your next move is very important. Most likely, the\n worst move you can make is to immediately say “let me go check with\n my manager.” Now, you’ve told the customer that there’s a chance,\n and once they smell blood, they will come at you with their\n objection much harder. So, rather than negotiating money, always\n negotiate first with inventory. Inventory closes are a fantastic way\n to negotiate and allow you to close deals without touching the\n price. In turn, you will be able to hold far more gross in nearly\n every car deal you close. Here’s an example of an inventory close:\n \u003C/p>\n \u003Cp class=\"leading-7 underline text-rev-body text-secondary\">\n The first go:\n \u003C/p>\n \u003Cp class=\"text-rev-body text-secondary\">\n \u003Cb>Customer\u003C/b>: “The price is too high.”\n \u003C/p>\n \u003Cp class=\"text-rev-body text-secondary\">\n \u003Cb>Sales Professional\u003C/b>: “For the way this vehicle is equipped,\n this is an excellent price. It has the (XYZ equipment) that you\n wanted. Let’s do this.”\n \u003C/p>\n \n \u003Cp class=\"leading-7 underline text-rev-body text-secondary\">\n The second go:\n \u003C/p>\n \u003Cp class=\"text-rev-body text-secondary\">\n \u003Cb>Customer\u003C/b>: “It’s still too expensive. I was hoping to save\n $2,000.”\n \u003C/p>\n \u003Cp class=\"text-rev-body text-secondary\">\n \u003Cb>Sales Professional\u003C/b>: “Well, if you want to save $2,000, we can\n always take a look at the one without the (XYZ feature/equipment).”\n \u003C/p>\n \u003Cp\n class=\"text-rev-secondary font-rev-regular text-rev-subtitle leading-7\"\n >\n Alternative vehicles are a fantastic way to put into perspective all\n of the great things the customer is getting for the value of the\n vehicle. Buyers are used to paying more money for more features and\n equipment for their phone, computer and much more, and this applies\n to the automotive industry as well. Utilizing inventory closes are a\n fantastic way to close the deal without touching the money.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n How to Negotiate Payments When Presenting Numbers\n \u003C/p>\n \u003Cp class=\"text-rev-details text-secondary fw-small leading-7\">\n In situations where customers say that the payment is too high and\n you cannot get them lower, it pays to be prepared. A great way to\n handle this is to add some logic into the deal. By this point, you\n should’ve figured out a lot of information during fact finding,\n including the customer’s payments on their current car. If it’s $400\n a month, and the new car comes out to $500 a month, then remember\n that the real payment is actually just an additional $100. Remind\n the customer that for just $100 a month, which works out to a few\n dollars a day, they can get out of their old vehicle and into\n something new. Logic like this is oftentimes enough to push past the\n objection and get the deal closed!\n \u003C/p>\n \u003C/div>\n \n \n ",{"id":193,"image":194,"name":195,"description":196,"categories":197,"date_created":201,"content":202},"how-to-deliver-a-perfect-test-drive-car-sales-training","blog6.png","How to Deliver a Perfect Test Drive | Car Sales Training","The Test Drive Studies have shown that the test drive, or demonstration drive, is the customer’s favorite part of the car buying experience.",[171,150,172,198,199,200],"Demonstration Drive","Selling Practices","Test Drive","7 Oct 2022","\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n The Test Drive\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n Studies have shown that the test drive, or demonstration drive, is\n the customer’s favorite part of the car buying experience. Here, car\n sales professionals can not only sell the vehicle, but can give the\n customer a chance to get a feel for it too. This is highly valuable\n opportunity to have the buyer to take mental ownership of the car.\n By achieving this with a perfect test drive, your chances of selling\n the car today will drastically increase. That’s why a car sales\n professional’s ability to deliver a perfect demonstration drive is\n absolutely crucial to succeeding at a dealership. In this blog,\n learn how to do just that and drive your sales numbers through the\n roof!\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3 space-y-4\">\n \u003Cp class=\"text-rev-details text-primary fw-large\">\n Get a Set Test Drive Route\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n To deliver a perfect test drive, it’s very important to have a set\n demo route. This is a pre-planned route that’s designed to give the\n customer the best experience while test driving the vehicle. Your\n dealership should already have one in place. So, if you don’t know\n your set demo route, ask your manager to get you a copy of one.\n These set routes are beneficial for many reasons. For one, it’s just\n the best way to drive to give the customer an easy, pressure-free\n drive, so they can optimally enjoy the vehicle. However, it also\n makes the salesperson’s job easier by allowing them to focus more on\n the customer instead of navigating a new route.\n \u003C/p>\n \u003Cimg\n src=\"/Blog/Test-drive-before-making-a-deal.jpg\"\n style=\"width: 100%\"\n />\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n The Perfect Test Drive – Step #1\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n The first step to a perfect test drive is for the car sales\n professional to drive the car off the lot. This is the salesperson’s\n chance to sell, and it also serves as a break for the customer to\n admire the vehicle and get comfortable. While driving, the\n salesperson can point out and demonstrate all the amazing features\n the vehicle has to offer. This could be the navigation system,\n sunroof or any other feature or equipment that makes the vehicle\n shine. If proper fact finding was performed early in the deal,\n information on the customer’s like and dislikes, needs and wants,\n motivators and more should especially be touched on during this\n stage.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n The Perfect Test Drive – Step #2\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n The second step to a perfect test drive is the transfer. This is\n where the salesperson switches with the customer, so they can drive\n the vehicle. This stage is another important reason why a set demo\n route is important. An effective set demo route will have this area\n be a neutral location like supermarket or mall. The benefit to these\n types of areas is that it could help put in perspective how nice the\n new vehicle is. In addition, this is one last opportunity to do a\n quick walk around and sell using all the buyer’s hot buttons.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n The Perfect Test Drive – Step #3\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n To wrap up a perfect test drive, the last step is to let the\n customer drive back to the dealership. Now, it’s your time to be\n quiet. The first two steps were your time to sell. Now, it’s time to\n let the buyer experience the feel of the wheel. This is where things\n solidify and become a done deal. The only time a salesperson should\n talk during this step is to give directions or to answer any of the\n customer’s questions. Other than that, just let the buyer enjoy the\n drive until you make your way back to the dealership.\n \u003C/p>\n \u003C/div>\n \u003Cdiv class=\"flex flex-col justify-start items-start py-3\">\n \u003Cp class=\"text-rev-details text-primary fw-large mb-4\">\n After Pulling Back into the Dealership\n \u003C/p>\n \u003Cp\n class=\"text-rev-details text-secondary fw-small leading-7\"\n >\n Even though the test drive is over, the deal isn’t done yet. Once\n arriving back at the dealership, now is the time to make something\n happen. Remember, if the deal is never asked for, the deal will\n never be closed. That’s why, no matter what a salesperson thinks\n about a deal, they need to ask for the write up every single time.\n There’s no way to know what’s going through a customer’s mind. Even\n in situations where it seems like they were uninterested, these same\n buyers may just come inside to see the numbers and buy the vehicle\n today. So, to wrap up the perfect test drive, ask for the write up\n 100% of the time!\n \u003C/p>\n \u003C/div>\n ",["EmptyRef",204],"_"]