Close Car Sales Today!

Learning how to close in car sales is crucial to becoming a master automotive sales professional. By the time you get to the close in a car deal, you should have already set up the deal so closing it is easy! Your customer should’ve gone through the entirety of your sales process, including proper fact finding, a demonstration drive, and the write-up. At this stage, it’s clear that the customer is committed to purchasing a vehicle, but it’s up to you to make them feel confident that they should buy from you!

If you cannot close a car sale, odds are that you aren’t equipped to properly handle whatever is holding up the deal. Sometimes, closing car sales is just impossible. Yet, when you’re ready with car sales closing techniques to overcome any objection or issue that arises, you will close car sales far more often. In this blog, learn car sales closing techniques and word tracks that help you be a better closer and sell more cars!

Close Car Sales When the Price is "Too High"

“The price is too high” is one of the most common objections in car sales. However, when you first get hit with this objection in the close, it’s important to recognize this for what it likely is – a test! Customers have been taught to be on edge during the car buying process. So, a lot of people feel that they need to at least throw out an objection or two just to make sure they’re getting a good deal. Therefore, this objection can typically be handled fairly easily with the right car sales closing technique. Keep your cool, ensure your buyer that they are getting a great deal, and ask them to sign.

“This is a fantastic deal for the way the vehicle is equipped. It’s got everything you want on it. Let’s do it!”

Close Car Sales with Inventory

Inventory closes are a great way to close the car deal and have the buyer leave the dealership happy. When a buyer is hesitant to make the purchase, instead of negotiating on price, move the negotiations towards the vehicle. It's a great way to remind the customer what they’re getting for the value. Modern buyers are used to paying more for technology that has more equipment, and closing car sales is no different! Use inventory closes in car sales to help give the buyer perspective on what they’re getting for the price!

This is a fantastic deal for the way the vehicle is equipped. It has the _____, _____, _____ and you wanted. Let’s do this!”

“If the price is too high, we can always go look at the . That would save you $________. Or, you can just pay a little extra and get exactly what you want.”

Blame it on the Third-Party to Close Car Sales

If there is an issue with vehicle pricing or trade-in value, blame it on the third-party website. The benefit of third-party websites is that they give the buyer real, true transactional data from the automotive marketplace. More often than not, if you take the time to fill out everything on third-party websites, you can close the car deal with the information you receive. Since third-party websites are separate entities from car dealerships, customers trust them to give them the correct information. In situations where you can back up your dealership’s pricing or trade-in valuation with a third-party source, closing car sales becomes easy!

On the other hand, with the right closing techniques, you can close car sales even when these valuations don’t match! As we know, third-party websites supply good information. So, if the buyer says that a third-party website doesn’t match the vehicle pricing or trade-in value, ask them to pull up the information. It’s extremely likely that if this is true, then there is a good reason that the prices are different.

“(TrueCar) is a great source of information and I know I’d use them as well if I was buying a car. Can you pull that information up so we can take a look at it together?”

After this, find any differences that you can use to logically explain why the price is different. This includes things like equipment, features, mileage, the vehicle’s condition, and much more! If you’ve done a proper walkaround on the buyer’s trade early in the deal, you should be able to point these things out. Similarly, you should have wide product knowledge so you can compare your dealership’s vehicles to what they show you on a third-party website.

Close Car Sales on the Difference

If you have a buyer who freaks out over payment, you need to look for the logic in the deal. For example, if you present an $800 payment, and the buyer's current payment is $600, don’t close on the total payment price! Instead, talk about what the buyer is getting for the $200 difference a month. Remind them of all the amazing features and equipment they’re getting for that small monthly payment increase! For just a slight increase, they can get what they really want. This is a great way to close car sales with buyers who have problems with the payment.

“I hear what you’re saying. $800 a month is a lot of money, and you’re right. But, isn’t it worth an extra $200 a month to get the exact vehicle you want? You’re spending $600 on your vehicle right now. So, you could keep paying $600 on your current vehicle or get what you really want for just $200 extra. C’mon, let’s do this!”

"What’s It Going to Take?" Close

“What’s it going to take to send you home in this vehicle right now?” is a classic close in car sales. However, this close should be saved in your back pocket as a final play. It works, but jumping right into the close with this word track opens your deal to a lot of objections. If all else fails and you think you’re not going to be able to close the deal, then that’s when you can utilize the “What’s it going to take…” close.

Close Car Sales with Special Finance Buyers

When dealing with special finance buyers, it’s important to remember that we’re doing more than just selling them a car. We are giving them a chance to establish or re-establish their credit. Mention that you help buyers with low credit every single day. And, because the customer came to your dealership rather than other, small-time dealerships, the car deal will be reported to the credit bureau, which will help build credit every time a payment is made.

This way, they not only get a car to get them around, but they also have the chance to come back in a year or so and get the vehicle that they truly want! Unfortunately, special finance buyers probably won't get the car of their dreams. So, you need to be ready with other reasons why they should do the deal today. This is a great way to close car sales with special finance buyers.

There’s Nothing Better Than Being Prepared

When closing car sales, objections and situations repeat! So, to become a better closer and sell more cars every month, the key is just to be prepared. Once you get hit with a new situation in the close, make sure that you’re prepared to handle it the next time it happens. An objection in car sales, for example, should only surprise you once! The next time that situation arises make sure that you’re locked and loaded with car sales closing techniques and word tracks that you know work to close the deal today!