Deal Makers & Breakers

There’s one exception to everything we’ve covered so far, that will cost you a sale almost every time.

No Demo – No Sale

If you skip the demo, which is the most common error, you’ll almost never make the sale. And that should just be common sense, not something to argue about.

You and I don’t buy TVs without watching them first or buy a sofa without sitting on it – and almost nobody will spend $50K or $200K for a vehicle without driving it.

And yes, you can keep making up every phony excuse why you didn’t, and it won’t change a thing.

I never asked anyone if they wanted to drive first. Of course they want to drive it, but if you ask, a lot of people will hesitate.

So don’t ask. Just get everyone in the car, so you can show them the new features, etc. To do that, you have to start the car.

Go over things they talked about first, and then just say buckle up and start backing up.

Almost everyone really does want to drive it, but if you do get resistance, overcome it, and drive away.

And if you learned that Betty drives some of the time, SHE gets the first demo, and she has to have a walk-around presentation focused on her wants and needs.

Why? Because you want the primary driver behind the wheel last – so you can start closing the sale on your way back to the dealership.

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