Subject: Close out week end

Close out week end- OUR TIME TO SHINE!!!

Let's Sell urgency - and teach our associates the same. The end of the month gives you several built in urgency motivators!

Urgency comes from two main motivators

1) HOPE for gain

2) FEAR of loss

To increase your closing percentage, present both hope for gain and fear of loss in your verbal exchange with your customers.Do so in a question asking manner. 

You will find your closing ratio and delivery percentage much improved.

URGENCY -During the end of the month many dealerships are hit with meeting objectives to get dealer cash.

URGENCY - Even when there is no dealer cash involved EVERY dealer is pressing at the end of the month to reach goals, objectives, financial obligations as well as Sales associate and manager bonuses come into play loud and clear to the end of the month. ASK the customer if the will assist you achieving a goal!

URGENCY - All manufacturers change incentives monthly and many times the dealer and the customer may not see a better time to take advantage of factory incentives than the ones currently offered, Low interest rates, rebates, dealer cash, residual values, money factors, lease cash, stair step programs, and special factory contest are all at risk of being gone after the month is over. ASK customers if they are willing to risk losing any or all of these incentives!

URGENCY -

A new book value will be released for next month on their current trade in and the value is not going up! It's going DOWN! Plus many of our incoming new models may come with price INCREASES from the factory! Now is the time! ASK customers if they feel their trade in will lose or gain value in next weeks book!

This is time to tell the bargain hunting customer "you have me (the dealer) in a situation of need, and you have the opportunity to take advantage of a once in a lifetime opportunity, Do you like this unit enough to own it if the figures are budget friendly? (If the answer is positive) Please allow me to show you a proposal and I'll earn your business, remember it would be my fault not yours if I couldn’t make you a deal, would you like coffee or a cold drink while we get this wrapped up...

ASK the customer- Since new vehicles are getting more and more expensive and your trade in is going down each month-woulnt you agree today is the day you will trade for the least amount of difference and reap the greatest amount of savings?

Then when closing use all the urgency motivators of month end to assist you on getting the customer to agree to a payment, price, or a difference!! You may have to ask several times but always summarize the urgency motivators and ask again!

 Ask the customer all the URGENCY building questions we have discussed and CLOSE!!!

Good selling and let's close out strong!!

Remember the success equation is motivation + perspiration!!