THE ESSENTIALS OF THE "PROFESSIONAL EDGE CLOSE"


Your emotions must be controlled. Calm logic must be your selling base. This is the time and place to recall to your Buyer what has taken place to this point. Your efforts, good or bad, will be a factor in maintaining control of the sale.
 NOTE: This is the time to maintain "EYE BALL" contact with your Buyer. Watch for signs and responses to your sales efforts.
 "GOOD THINGS HAPPEN WHEN YOU BELIEVE IN YOURSELF"
1. Complete your selling Steps One through Six
2. All deciders are present. If not, who? And where?
3. Seated and relaxed
4. Trade-in knowledge - Step Four
5. Product benefit knowledge - Step Six
6. State company obligations
7. Preferred Buyer Plan Sheet completed
8. The Buyer has totally accepted the vehicle, in stock - Step Five
9. Visit the sales desk for starting figures Now...you are ready to start your closing efforts. Control will be best maintained when you are able to be a "WANT MAKER" in such a manner to make it easy to say, "YES!"


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