Becoming A Master Closer...

I've been in automotive sales for about 12 years. Have primarily been at large Japanese stores for the most part. I do take the business seriously, as I have attended all the car sales seminars that come to my town. Read the books, listen to tapes every day. And even though, most of the objections repeat themselves over again, I never seem spontaneous enough to snap back with the smooth confident, big smile counter, then ask for the close. I have reviewed so many techniques, they all seem to be scrambled in my responses, and feel unnatural . I do use many of the same ones over again, but many times I appear to be frozen, and my own fear seems to gets in my way.

I know role playing can be helpful, but has any one experienced this weird phenomenom. I'm still looking for that smooth, confident, no one leaves, without buying from me closing style! Comments Please!

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Permalink Reply by paul goodwin on March 22, 2011 at 9:20am

Rich...

first let me thank you for sharing this. (because) I imagine this happens to many said (closers) more often than they allow any one else to know.

second. techniques, training, scripts, learned rebutals will always come out sounding weird because they arent our own words. They are words from some other closer in a plan out scenario taped down to a science.

My suggestion is look at each customer as a person, talk to them on their level, and confidence confidence confidence..

hope that help a little.

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Permalink Reply by Rich Leavitt on March 22, 2011 at 11:39am

Yes Paul, I agree that rapport, consistencey and confidence are keys to being a great closer. I also think that you have to have your objection counters in your own words, not the sales gurus. Got to be yourself naturally! Thanks for responding.

paul goodwin said:

Rich...

first let me thank you for sharing this. (because) I imagine this happens to many said (closers) more often than they allow any one else to know.

second. techniques, training, scripts, learned rebutals will always come out sounding weird because they arent our own words. They are words from some other closer in a plan out scenario taped down to a science.

My suggestion is look at each customer as a person, talk to them on their level, and confidence confidence confidence..

hope that help a little.