Once your Sales Rep has completed his/her job outside(meet/greet,pre-sell info,presentation,demo) they should be initiating a "Trial Preliminary Close".  "Other than price Mr. Customer,is there anything stopping you from taking this vehicle home with you right now?".This trial close will generate one of two responses.If the response is "no,let's see what we can do", then they proceed with your sales process. If not, they will hear either an objection or an excuse. The key to developing an elite sales rep is the ability to identify the difference between the two. There are only three legitimate objections to purchasing a vehicle. 1) THE VEHICLE 2) THE PRICE 3) THE SALESPERSON.Any other response is an "EXCUSE".An excuse is an attempt to leave the dealership without making a commitment to purchase. AN EXCUSE IS A LIE !!!! Excuses usually fall into four "Mother Groups"- NO TIME-NO MONEY-NO NEED-NO SPOUSE.You may hear variations of these,but it is important to identify them for what they are.An Objection can be isolated and overcome.An excuse cannot.YOU CAN'T OVERCOME A LIE!!! If you can train your staff to take the excuse and turn it into a legitimate objection which you can overcome and close,you will be surprised at the difference in your closing rates.This will most likely be a paradym shift for your salesforce,but they must learn to embrace the objection instead of fearing the objection.If you teach them the difference between an excuse and an objection,you will be surprised at how quickly their performance will increase. Please let me know if these tips have helped the performance of your salesforce.GOOD SELLING,BRUCE