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11 Steps to a Successful Sale

11 Steps to a Successful Sale

Step 1 : FRIENDLY & ENTHUSIASTIC GREETING!

This initial contact is crucial in establishing rapport with the buyer. Smiling is positive too!

Step 2 : SELL YOURSELF!

Establish empathy to reinforce initial rapport. Talk to the buyer, let him/her know you feel and understand his/her needs. Begin a true relationship between buyer and sales representative.

Step 3 : QUALIFY THE BUYER!

Drive the trade and touch desk, ask questions honing in on the vehicles on hand that would interest the buyer. Listen to what the buyer tells you so that time and effort are not wasted on what he/she does not want.

Step 4 : KNOW YOUR INVENTORY!

Stock walk! Key on the car!

Step 5 : PRESENTATION!

Bumper to bumper walk around presentation, lift trunk and hood. Show benefits and features.

Step 6 : DEMONSTRATION!

Sales representative to drive first, then buyer make route easy with all right hand turns.

Step 7 : RECAP THE BUYER

Be sure you are on the right car leaving the price as the only issue left. Touch desk!

Step 8 : TRIAL CLOSE

Get a now commitment. "Sir, other than the price, is there anything else preventing you from taking delivery right now?"

Step 9 : CLOSE!

Put the price "burden" on management so that the Sales Representative remains "allied" to the buyer, creating the illusion of a deal.

Step 10 : IF IT DOESN'T WORK!

Ask the buyer for a counter offer. Defend price to assure credibility then ask buyer for counter offer.

Step 11 : NO WALKS OUT! CHECK WITH MANAGER BEFORE ANYONE LEAVES!

Get a now commitment. "Sir, other than the price, is there anything else preventing you from taking delivery right now?"


OUR MISSION

The mission of Fast Sales Training Center is to train, qualify, and place the right people with the right job in the car sales industry.

Fast Sales Training Center, with its experience and absolute knowledge of the car industry, provides to each of our candidates an in-depth dynamic training, preparing each one from the job interview to making car sales not just a job but a successful and rewarding career. In other words, Fast Sales Training Center prepares you to be successful through our unparalleled online training courses and coaching seminars.