Closing Sales
With Today’s More
Informed Buyers
Presented By Tim Kintz, Joe Verde Trainer
Facts On Your Customers
Facts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
Facts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
Facts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
Facts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within one week
Facts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within one week
5.
Closing ratio = 20%, loss ratio = 80%
Your Dealership’s Potential
78% Buy
x
100
20%
500
Units Sold/Mo
Closing %
Opportunities
Your Dealership’s Potential
78% Buy
x
100
20%
500
Units Sold/Mo
Closing %
Opportunities
x
500
78%
390
Opportunities
Will Buy
Buyers
Your Dealership’s Potential
78% Buy
x
x
100
20%
500
500
78%
390
Units Sold/Mo
Closing %
Opportunities
Opportunities
Will Buy
Buyers
390 Buyers
-100 Deliveries
290 Missed Buyers
Why Don’t Salespeople
Close More Sales
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
Why Don’t Salespeople
Close More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
7.
FEAR!
5 Keys To Close
More Sales Today
5 Keys To Close
More Sales Today
Knowledge
5 Keys To Close
More Sales Today
Knowledge
+
Practice
5 Keys To Close
More Sales Today
Knowledge
+
Practice
=
Skills
5 Keys To Close
More Sales Today
Knowledge
+
Practice
=
Skills
Confidence
5 Keys To Close
More Sales Today
Knowledge
+
Practice
=
Skills
Confidence
Enthusiasm
The 7 Major Skills
The 7 Major Skills
1. Follow the New Basics™ of selling
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
The 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
7. Win/Win negotiation
The Buying Process
The Buying Process
The Buying Process
The Selling Process
The Buying Process
The Selling Process
The Joe Verde Selling Process
The New Basics™
The Joe Verde Selling Process
The New Basics™
The Joe Verde Selling Process
The New Basics™
The Joe Verde Selling Process
The New Basics™
What Should You Do Next?
Go To Booth #1223
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