The direct approach

As trainers we strive to make certain that sales professionals are clear about asking the customer for their business. When it comes to closing, we usually recommend a direct question that can only be answered yes or no. These include questions like:

• Doesn't it make good sense to take advantage of this special offer today?
• Wouldn't you like to take delivery on your new vehicle right now?
• Shall we get it cleaned up for you?

The options approach

Another recommendation is to provide the customer with options. This includes asking questions like:

• Which payment plan looks best to you?
• Which of these models do you think best meets your needs?

The open ended approach

Sometimes you have a customer - or a sales professional - who prefers a softer approach to asking for the business. There are also companies who insist on a more customer friendly, low pressure approach to car sales. For them, we have the perfect solution. After showing the payments to the customer, follow up with this statement:

"Well Mr. Smith, it's usually at this time when the typical salesperson begins to apply the pressure. But I just have one simple question I'd like to ask:"

"What would you like to do?"

If the customer is ready to buy, they will simply say, "I'd like to buy the car!" If they have any concerns, they will express them here in the same way they would if you asked a direct question. Rather than responding, "No, I need to think about it", they'll reply, 'Well, I really need to think about a few things first'.

Benefits of the open ended close

When presented effectively, here are some of the benefits of using this approach with your customers:

• The customer can't respond "No"
• Negotiations are entered into with less tension
• You get right to the point of any concerns quickly
• It fits well into consultative selling approaches
• It allows the customer to open up and close themselves even stronger than you could close them

Keep in mind that you can't shortcut the processes of Fact Finding, Presenting, and Demonstrating the vehicle. Those things must take place before asking for the business. And while this approach may not be for everyone, it's another tool in your sales arsenal that will help you be more effective with a wide variety of customers.