In today’s fast-paced automotive market, the days of letting customers walk out the door are long gone. Now more than ever, closing skills have become critical in securing deals. Sean Gardner, instructor, and sales trainer at the Joe Verde Group, joins us on the latest episode of CBT Now to discuss the relevance of closing techniques in today’s evolving sales environment and what salespeople need to do to sharpen their skills for success. Let’s dive into his valuable insights!
Key Takeaways
1. According to Gardner, despite the market shift, strong closing skills remain vital for sales success. Many salespeople miss opportunities simply because they lack the ability to close effectively.
2. Most salespeople only use one closing technique, but statistics show that 80% of sales happen after the fifth close attempt. Learning several closing methods can significantly improve sales performance.
3. Gardner emphasizes that closing based on price can scare away customers. Instead, salespeople should address customers’ needs and concerns, rather than focusing on price as the main objection.
4. When a sale isn’t going as planned, don’t hesitate to go to a manager for assistance. Turning the customer to a skilled referrer can help secure deals that might otherwise be lost.
5. The sales landscape has changed dramatically, and dealers need to focus on professional sales training. With more informed buyers, sales teams must hone their skills to compete in the current market.
“Our success as salespeople is up to us and our skills, not the market. If you're only using one close, you're missing out on deals you could be getting. It’s time to sharpen those closing skills.” – Sean Gardner.
