3 More Common Mistakes…

Salespeople make mistakes in the 8 steps to a sale that cost them those extra sales they want.

1. They don’t investigate to find wants, needs and hot buttons. Remember, 86% buy a different make, model, color or with different equipment than they planned to buy. You can’t get the 86% working for you though, without the info it takes to send them home in a different vehicle.

2. They skip the demo.

• Your targeted presentation on their hot buttons takes place on the demo, not the lot.
• Buying is emotional, and the ‘yes we’ll take it’ is because the demo is the highest emotional part of buying.

90% No Demo = No Sale

After the demo, the 3 steps of closing are a summary close on the benefits, followed by an assumptive close, and then several action closes.

3. Almost everyone works the deal, and focuses it on price, instead of on budget.

Stop focusing on price, because it isn’t even on their top 10 priority list. It’s everything else that matters.

What does matter in buying a car, is their ‘budget’. Whether the car is 40 grand or 140 grand – if they can’t handle the payment, they don’t buy the vehicle. Period.

Just follow my 8 steps, so you can sell more cars!

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Sell more cars and develop your skills with Joe Verde’s online training – JVTN®. Get more info or call us at (800) 445-6217.