Regardless of whether you are the owner of a large or small car dealership, or what brands you drive, having customers and closing effective sales is a win-win: the user will cover his need and you will have economic compensation to grow your business.

Many companies in the automotive industry have the same goal: to acquire customers and retain them so that they return to make a purchase or rent a vehicle.

How About Your Finance And Insurance Department

Almost 85% of car purchased in the America are financed. Finance and Insurance manager plays an important role in dealership operation. They review the credit application fill out by the customer and look lender selection with F&I software.

Finance Manager Training provides the best F&I manager training for dealership. FMT is licensed by their state as an official school. FMT helped many dealership to scale up their sales and growth in revenue.

Here is what your staff will learn:

  • How to use Dealership Software
  • How to read credit report
  • How to analyze key signals for lender selection
  • How to sell F&I products in 2023
  • F&I pay plans and income
  • And hundreds more

But what is happening if you have a hard time closing a sale in the automotive sector?

Be careful, because without buyers you can’t keep moving forward! In the following lines we will explain why closing vehicle sales are so important, beyond the obvious, and what are the infallible tactics for your users to close the operation.

What is the closing of sales?

The definition of closing sales is focused on the moment in which the user buys a product.

Why is it so important?

Closing a sale is more complex than you think. It is necessary to apply a strategy and a series of tactics during the purchase process, so that you can give prospective buyer arguments that describe the vehicle and convince him to make the deal.

Before this buying phase, you should attract prospects with current techniques, nothing old school. We recommend applying inbound sales strategies that involve processes and tools to attract visitors to your website and nurture them until they become customers.

How to close sales in the automotive business?

There are different tactics to close the sale of cars in an automotive business, it all depends on the behavior of the customer during the live sale. Have you considered these tactics?

1. Direct closing

This tactic is very simple, because you directly address the customer with a question. But, be careful, because not everyone is going to act in the same way and you must be very sure that the sale is already made.

For example, imagine that the prospect is already at the dealership and has not yet expressed the desire to buy, it is time for you to ask him: Are you willing to choose this car model? Do you want to take a test drive?

2. Alternative closure

At this point you must present the user with two alternatives so that they can choose one. If you are describing the characteristics of the cars, take two models according to his requirements, and persuade him to think about which one to keep.

3. Closure by mooring

During the sale you must choose certain questions that you will ask the prospect, but you must do it with a kid glove because the answers must be affirmative, either in words or bodily expressions.

Use terms like “is it correct?”, “is that right?”, “is it right?” rent the car you are presenting.

4. Difficult closure

This tactic is applied when the user is receptive to the sales process, but does not need the product or service immediately.

However, you cannot stop passing the moment to continue selling.

For example: if you are offering him the latest vehicle that hit the market and it is in high demand, you can tell him that it will sell out soon, or that the next batch will arrive in the next few months.

Of course, without lying to the client, do not lose their confidence for a little extra attention.

5. Closing by mistake

During your sales explanation of the vehicle model you are offering, encourage the customer to correct you. This technique means two things: that the client is aware of what you are saying and that the sale is close to closing.

Although what has been explained above works for you when your prospect is at the dealership, it is important that you previously apply a digital strategy. Remember that consumer habits have changed.

According to the Global Auto Study report, the web is a site where users frequently go to find information and make decisions when buying or renting a car.

However, these tactics that I am telling you today will work for you to close the deal when you have it face to face.

6. PLUS: Apply digital marketing prior to your sales actions

If you are interested in learning about the latest marketing hacks, you cannot miss our monthly digital events, where we expose our good inbound marketing practices from a growth hack strategy.

At Impulse we want to help you scale the growth of your business by optimizing your marketing, sales and customer service processes. Schedule a meeting with one of our advisors and ask about the growth & inbound marketing service.

Regardless of whether you are the owner of a large or small car dealership, or what brands you drive, having customers and closing effective sales is a win-win: the user will cover his need and you will have economic compensation to grow your business.

Many companies in the automotive industry have the same goal: to acquire customers and retain them so that they return to make a purchase or rent a vehicle.

How About Your Finance And Insurance Department

Almost 85% of car purchased in the America are financed. Finance and Insurance manager plays an important role in dealership operation. They review the credit application fill out by the customer and look lender selection with F&I software.

Finance Manager Training provides the best F&I manager training for dealership. FMT is licensed by their state as an official school. FMT helped many dealership to scale up their sales and growth in revenue.

Here is what your staff will learn:

  • How to use Dealership Software
  • How to read credit report
  • How to analyze key signals for lender selection
  • How to sell F&I products in 2023
  • F&I pay plans and income
  • And hundreds more

But what is happening if you have a hard time closing a sale in the automotive sector?

Be careful, because without buyers you can’t keep moving forward! In the following lines we will explain why closing vehicle sales are so important, beyond the obvious, and what are the infallible tactics for your users to close the operation.

What is the closing of sales?

The definition of closing sales is focused on the moment in which the user buys a product.

Why is it so important?

Closing a sale is more complex than you think. It is necessary to apply a strategy and a series of tactics during the purchase process, so that you can give prospective buyer arguments that describe the vehicle and convince him to make the deal.

Before this buying phase, you should attract prospects with current techniques, nothing old school. We recommend applying inbound sales strategies that involve processes and tools to attract visitors to your website and nurture them until they become customers.

How to close sales in the automotive business?

There are different tactics to close the sale of cars in an automotive business, it all depends on the behavior of the customer during the live sale. Have you considered these tactics?

1. Direct closing

This tactic is very simple, because you directly address the customer with a question. But, be careful, because not everyone is going to act in the same way and you must be very sure that the sale is already made.

For example, imagine that the prospect is already at the dealership and has not yet expressed the desire to buy, it is time for you to ask him: Are you willing to choose this car model? Do you want to take a test drive?

2. Alternative closure

At this point you must present the user with two alternatives so that they can choose one. If you are describing the characteristics of the cars, take two models according to his requirements, and persuade him to think about which one to keep.

3. Closure by mooring

During the sale you must choose certain questions that you will ask the prospect, but you must do it with a kid glove because the answers must be affirmative, either in words or bodily expressions.

Use terms like “is it correct?”, “is that right?”, “is it right?” rent the car you are presenting.

4. Difficult closure

This tactic is applied when the user is receptive to the sales process, but does not need the product or service immediately.

However, you cannot stop passing the moment to continue selling.

For example: if you are offering him the latest vehicle that hit the market and it is in high demand, you can tell him that it will sell out soon, or that the next batch will arrive in the next few months.

Of course, without lying to the client, do not lose their confidence for a little extra attention.

5. Closing by mistake

During your sales explanation of the vehicle model you are offering, encourage the customer to correct you. This technique means two things: that the client is aware of what you are saying and that the sale is close to closing.

Although what has been explained above works for you when your prospect is at the dealership, it is important that you previously apply a digital strategy. Remember that consumer habits have changed.

According to the Global Auto Study report, the web is a site where users frequently go to find information and make decisions when buying or renting a car.

However, these tactics that I am telling you today will work for you to close the deal when you have it face to face.

6. PLUS: Apply digital marketing prior to your sales actions

If you are interested in learning about the latest marketing hacks, you cannot miss our monthly digital events, where we expose our good inbound marketing practices from a growth hack strategy.

At Impulse we want to help you scale the growth of your business by optimizing your marketing, sales and customer service processes. Schedule a meeting with one of our advisors and ask about the growth & inbound marketing service.

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