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Negotiation Techniques for a New Era

Always keep in mind that just because you have 'sold' the prospect does not mean he or she will buy from you.

The prospect will buy from the sales consultant who knows how to close! Although a proper sales presentation is the greatest factor influencing the prospect's buying decision, even with the best presentation skills you will still lose as many as eight out of ten sales, unless you ask for the order. Closing - or bringing the customer to a delivery decision, is always the objective of the selling process � more importantly, it is the result of the selling process. Most customers have a built-in resistance not to buy now. Why?

Fear of making a decision. The customer may need the product and they can afford it. Yet a strange thing happens; they cannot make the final decision.
It's human nature. This physiological phenomenon happens to all of us. A good closer is aware of this and helps the customer overcome this behavior and close the sale.

PROFESSIONAL CLOSES: Most of the time, a combination of closes will be required for a delivery decision. Remember -- the magic number is five! Most professional sales consultants close on the fifth attempt: Assumptive Final Close: 'Would there be anything else that we need to consider before we go ahead and finalize the agreement?' Third-Party Close: 'Now that everything is agreeable, let's write it up and get that much out of the way. Then you and your spouse can decide on what is best for a delivery date. Fair enough?' If 'No': 'What would he (or she) say no to, the vehicle or the money?' Find out! If the 'Money': 'Is it Price - trade difference - down payment - or monthly payment?' Now isolate and close! Remember - the successful low-pressure sales consultant just asks for a commitment to the fact the customer has bought... Closing is a major stumbling block for many sales consultants. All too often we'll wait for our prospect to say, "I'll take it." Unfortunately, most of the time she'll say "Let me think it over and I'll get back to you," unless we ask for the order. Asking for the order once is not enough, however, because history clearly shows that most orders do not occur until the fifth closing attempt. In other words we must always ask for the order at least five times.

'Would there be anything else that we need to consider before we go ahead and finalize the agreement?'
'Would you like your new vehicle titled in your name, your spouse�s name or both (or business)?'
'Would you prefer to take delivery of your new vehicle this afternoon or this evening?'
'Is 6:00 or 7:00 better?'
'Before you take your new vehicle home today, allow me to get binding coverage to make sure you are protected. What�s your insurance agent�s name? What�s the number there?'