Write 3 ways in which your buyers would be rewarded by doing
business with SBT , instead of its Competitors ?
How to become a bad sales person ?
Explain Car Features
Negotiation , Persuasion and Art of Closing the Sale
Never knock your competition
Objection V/s Condition
1. I cant afford it.2. I have to talk it over with someone else.
Objection Handling
It costs too much
Feel , Felt , Found Method.
How do I know I am getting my money worth ?
Are you sure this is the best deal I can get ?
Last Ditch Objection
But let me think about it
Go straight to a closing question.
Satisfy the final objection Accidental Repair, Mileage, No CD Player
Remaining Objection Close
Just suppose money is no problem Just suppose, price down Just suppose same car for less
Just Suppose Close
The Instant Reverse close
When would you like delivery ? How soon do you need it ? Which Color do you prefer ? When would you like to get started ? Do you need this right away ?
Invitational close
The change places close
Dealing with Price Resitance
Price out of place
Be proud of your prices
Be Aggressive Interview I cannot sell you
USD 5000, Its expensive I keep changing cars every year
Cant I get it for less ? Competitive Market. Work shop
You get what you pay for
Bridge the gap
Today only close
If you cannot offer discounts
Scarcity drives the sale
Emphasize repeatedly benefits important to buyer.
Compare your Product with a Commodity
Tell stories
The walk away close
Extract a promise
Time ManagementDouble Your Time , Double Your Productivity