The Winner's Walk
As I had mentioned yesterday, there are several possible closing statements you may use. Another option is the The Winner’s Walk.
Where does the physical separation between the salesperson and the consumer take place, if the sale is not consummated? The answer is simple. The customer usually makes a non-buying statement and begins walking towards the vehicle he/she drove to the lot. Based on my personal experience, I recommend that you walk with the prospect back to the trade (or whatever he came to the dealership in). Remember, as long as you are with the prospect, you have the opportunity to ask closing questions or to get more qualifying information. If you choose not to follow your prospect to the vehicle that brought them, the opportunity to sell ceases after physical separation.
Remember, all verbiage may be modified to fit your personality, vocabulary or particular situation. I'll share with you another option I have for a closing statement tomorrow.
Where does the physical separation between the salesperson and the consumer take place, if the sale is not consummated? The answer is simple. The customer usually makes a non-buying statement and begins walking towards the vehicle he/she drove to the lot. Based on my personal experience, I recommend that you walk with the prospect back to the trade (or whatever he came to the dealership in). Remember, as long as you are with the prospect, you have the opportunity to ask closing questions or to get more qualifying information. If you choose not to follow your prospect to the vehicle that brought them, the opportunity to sell ceases after physical separation.
Remember, all verbiage may be modified to fit your personality, vocabulary or particular situation. I'll share with you another option I have for a closing statement tomorrow.
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