Have you noticed that most sales pitches are leaning towards giving the customer enough information just to send them on their way? Granted 100 years of history has taught us 7 to 8 out of 10  will not buy the first time on the lot. Yet, I say go for the sale TODAY! I recently heard a trainer suggest the new sales people use the statement “you don’t have to buy today, do you”, I can’t think of a statement that would tell me, personally, and I agree everyone thinks differently, that my business is not important to you. With me this statement guarantee’s I will not be buying today, at least from you.

Statistics tell us about 80 to 90 percent of our customers have done research on the Internet, Are these customers not better informed than they were in the past? I say most of our customers have already have done their research and are looking for a salesman to help them understand that they really do want to bring their new vehicle TODAY.

I am not saying go back to the high pressure sales tactics, that is so old and demaning it gives your customers to leave without buying. Our method of killing the, with kindness, but we need to concentrate on over coming their objections and GO FOR THE SALE TODAY. It is the job of the sales manager job to come ask for the sale TODAY, but most of the time that is too late. I suggest you just assume that every customer is going to take delivery today, make every step in the sale to this end.

I could be wrong and would like your input.