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There are three types of salespeople in the auto industry.
The Order Taker
Each is important, and most organizations have all three working in different departments throughout the business. While the definition of each may be somewhat self-explanatory, it may be helpful to examine each one a little more closely and how learning to be a closer can help you sell fewer dealer-trades and more inventory vehicles.
n sales of any kind, you will go through a period where everything you do works well and then another period where you feel like you’ve lost the magic.
That’s why it’s essential to be a student of sales and have more than one or two closes in your pocket. Here are a few to store away in your memory.
How many objections are there?
In my opinion, there is only one.
When the fluff is stripped away from any objection, what the customer is really saying is: “You haven’t provided enough information to give me a reason to buy from you.”
It feels like begging, doesn’t it? You just spent an hour or two with this customer, and now you’re about to send them on their way in their new car. How do you ask for a referral without making it awkward?
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Many salespeople, even experienced ones, think of closing as a set of words that happen after you’ve presented the price and you want to get your prospect to say “Yes, I’ll take it!” and sign on the proverbial dotted line. That is flawed thinking.
When you get started in a dealership as a new salesperson you’re quickly introduced to words and phrases that are likely very unfamiliar to you. Every industry has jargon, (special words or expressions that are used by a particular profession or group and are difficult for others to understand.) and the dealership is no different.
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