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Sales is about the timing – when to pitch, when to close, and when to ask for the sale.
Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless, which talks about closing and negotiating with purpose.
Best ways to ask for the sale
Customers today have choices. Every dealership is just a click away from buying the car and the failure to deliver exceptional experiences will cause sales reps their deals.
Today’s lifestyle is different than it has been. People worked and could afford to change cars every two-three years. Now, many are battling unemployment. With everything so unsure, everyone is having to navigate a variety of financial struggles.
Sales reps must focus on building the relationship because with so much competition it isn’t just about selling a car, customers expect excellent service and a great experience. People are willing to pay as long as they have a stellar experience.
Negotiating the right way
Salespeople need to learn how to make the customers feel good. People want to feel they got a good deal at the end of a negotiation. Don’t negotiate out of fear, but from inspiration. You won’t make every shot but you need to believe that you could.
How to close a sale
If you want to be great, you must be willing to pay the price. Practice your closing pitch by saying it out loud over and over again. Listen to your voice and pay attention. Sales reps shouldn’t practice their techniques on their customers, but during the time in between. Challenge yourself to get better and have fun. A sale is made when you transfer your enthusiasm to your customers.
“Knowing the Right Time to Ask for the Sale” episode resources
Connect with Tim Kintz via his LinkedIn account.
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