Develop advanced level closing skills and consistently follow a rock-solid negotiation process to increase unit sales and gross profit.
In "How To Sell A Car Today", your salespeople learned how to close more sales based on value - and that means more deliveries and higher gross profit.
Now it's time to take Closing & Objections to the next level to make even more sales. It's time to learn how to set up the negotiation properly and how to wrap up the negotiation in 20 minutes or less for even more deliveries and another easy 20-30% increase in gross profit.
When you use my effective 3-Pass Negotiation Process on every deal you work, you will definitely sell more units, have a lot more fun and hold more gross profit on every delivery. The best part - your customers will be happier with their purchase than ever before.
How can that be? Because the average salesperson leaves out the two most important ingredients in selling that sends people home completely happy about their purchase - fun and value. Instead of making sure "getting a car is fun" and instead of "selling the value", almost every salesperson shortcuts the selling process, pre-qualifies on trade, down and payments, starts the negotiation on the lot and then tries to grind out a deal with a weakly committed prospect.
Buying should be fun and selling should be easy - and it can be when you follow the processes we outline in "Selling A Car & Closing The Sale Today" and in the processes we'll teach you in this course. You'll learn how to keep the sale moving forward on the lot and through the 'Close' and then right through the negotiation with our copyrighted and trademarked negotiation process. That's why our customers are the highest achievers in the car business - bar none!
Note to Dealers and Managers On Working The Deal...
You learned how to work the deal in our Desking Course for Managers and now you have a consistent and repeatable process for every manager to follow on every deal. By having that process, you'll take your weakest manager on the desk and have them producing at above average levels overnight.
Now you want make that process at the desk even more effective. To do that; logically you and your salespeople have to be working together from the time they greet a prospect at the curb, until they bring you a deal and a commitment.
The Desking Process alone will increase sales and gross profit - and when your salespeople sell it right and set this deal up perfectly for a value based negotiation, the sky is the limit on how many extra units you can deliver and where you can take your gross per unit.
Most important: Customer Satisfaction! You can learn to sell at higher levels with incredible gross profits and make your customers happier than ever before.
Why is that so true? Because when you read about how customers hate the negotiation process - if you dig into the rest of the process of how the sale progressed from the time they met their salesperson - the typical negotiation in 80% of the dealerships is just another very bad step in a very bad process. They don't hate negotiation, they hate negotiating with a bunch of amateurs.
Clean up the selling process, keep it focused on the customer and the value to them of your product, close the sale my way, handle their buying objections without turning the commitment to price, sit the happy customer down to start the paperwork, and then finish it off with a quick and easy, non-confrontational, 3-Pass Negotiation Process, and you'll develop a loyal customer forever.
This advanced course requires completion of Joe's 2-Day How To Sell A Car & Close The Sale Today Workshop or JVTN® Course Certification of Ask The Right Questions & Close More Sales, How To Handle Price and How To Sell More Cars Every Month.
A Dozen Advanced Closing & Objection Handling Methods
In "How To Sell A Car & Close The Sale Today", your salespeople learned the most effective methods to close the sale and get the firmest of commitments to own it right now with 75% of your prospects.
In this course, we'll teach them how to close the sale with those tougher customers and those tougher objections.
The Secrets To Setting Up A Winning Negotiation Every Time
Why speed kills selling - and why slow kills negotiations
The difference between closing and negotiating
7 steps to setting up a winning negotiation every time
The 12 Rules you have to follow when you're in the negotiation
How to use a customer statement for more deliveries at higher gross
Another dozen tips and strategies for effective negotiations
Your Simple 3-Pass Negotiation Process
Understanding the process and your goal in negotiation
Your 1st Offer - the goal, the plan and your exact presentation
Your 2nd Offer - two critical steps that will bring in the gross
Your Final Offer - now it's time to get that last bump and wrap it up
Add $300 more in gross 50% of the time - after you already have a deal!
This is the course that pulls all of your hard work together! Call Now!