The Art Of Closing: Negotiation Skills For Automotive Sales Professionals

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The Art Of Closing: Negotiation Skills For Automotive Sales Professionals

 

Building Rapport

 

Building Value

  • The walk-around or presentation skills
  • The demonstration drive
  • Selling the store
  • Transition (from the lot to our office)

 

Overcoming Objections

  • The three basic objection types
  • How to proactively address the most common objections
  • The steps to overcoming objections (part 1)
  • The steps to overcoming objections (part 2)
  • Getting small commitments to the write-up or sales process
  • The basic “Bypass” technique
  • Feel, Felt, Found
  • “How much is it?”
  • “Give me your best price!”
  • “How much discount can I get?”
  • “What’s my trade worth?”
  • “What’s the best interest rate I can get?”
  • “I’m just looking and not buying today.”
  • “I don’t need a salesperson!”
  • “This is the first place we’ve shopped.” (out on the lot)
  • “We don’t have a lot of time.”
  • “I don’t want/need to drive it.”
  • “I need time to think about it.”
  • “I can get a better deal somewhere else.”
  • “The price/payment is too high!”
  • “It’s not the right color/equipment/miles.”
  • “I’ll need to sell it myself.” or “That’s not enough for my trade.”
  • “This is the first place we’ve shopped.” (during the negotiations)
  • “I need my wife/husband/guru, etc.”
  • Final thoughts on overcoming objections

 

State Management Skills

  • Be where we are
  • Using the law of Cause and Effect
  • Using a daily work plan
  • Develop and use empowering self talk
  • Control and sustain the power of focus
  • Controlling our physiology
  • Using emotional anchors
  • Exercise regularly
  • Diet management
  • Don’t abuse alcohol or other recreational drugs
  • Smile in the mirror (morning routines)
  • Sing in the shower (forcing attitudes)
  • Using daily, short term, and long term goals
  • Using affirmations and visualizations
  • Daily quiet time
  • Continue to learn and grow our craft
  • Program close