Car Sales Training And Closing The Sale
This car sales
training article is about "Just one more thing." It's one more
thing you can do when all else fails, it's your last chance to close.
When it's just about
over and you have nothing left and you still don't know what the real objection
is - try this! This is when it's time to use the Columbo routine. You
need the objection in order to isolate and deal with it.
So, here's what do
I know you have seen
the TV show Columbo. He was a master at getting to the bottom of things by saying,
"Just one more thing."
Right before he left,
he would turn around and say, "Just one more thing." This would
allow him to investigate deeper and he always got his man…. or woman.
Just before your
sales prospect and you are about to part ways, and shake hands say this, "Just
one more thing."
"I'm just curious,
is it my company?"
"Is it my company's
"Is it my integrity?"
"Or is it something
Do this and you'll
most likely uncover the real objection.
You'll need this
to close the deal.
Here's an example
of what you might hear:
"No, it's not
you, I just have bad credit and I don't think I will qualify."
OH, is that all?
Then you might say: "You see we have a special department that specializes
in credit challenges. In fact, there's a savings program we can get you qualified
for that will help with interest rates, let's try it, it can 't hurt."
Then you can close
them. Knowing the objection, if they don't buy, is critical if you
are going to stand any chance of closing.
Most of the time
The Columbo car sales training close will uncover the real objection for you.
Try it! Oh, and by
the way, there's just one more thing! This article on closing is an excerpt
from the Sales-Class.Net
Their sales course
is absolutely free.
it out by going here.
Or you can cut
and paste this link: