Since I'm in the automotive sales training industry, a lot of my students are always asking me if I could show them a new quick close. Let's get something straight. There is NO such thing as a single close that works all the time. One of the last steps of the sale is to close. But closing really is started at the beginning step of the sale and throughout the entire sales process. Take a look at what I mean.

A simple outline to the basic steps of a sale:

1.First impressions 2.Greeting 3.Rapport building 4.Qualifying 5.Presenting the vehicle 6.Demonstrating the vehicle 7.Asking for the order 8.Getting a commitment to purchase 9.Pre-Closing 10.Re-Closing

If you notice above, closing is one of the last steps to a sale. So me teaching you to perform a quick close will not be effective. If you want success, then stick with the basics and stop skipping steps. You see, all of those steps are some form of closing disguised as another step. So closing starts the minute you established a first impression with your customer. So you must thoroughly go through the basic step before you can close the sale.

But more importantly, if you don't follow up or prospect then you will have pretty much have no one to perform the basic steps to a sale on. So in order for you to get customers in front of you, you must prospect and follow up effectively.

If you want to make money then why would you skip steps?

As I observe so many average salespeople, the biggest problem I see is they are all trying to take shortcuts. You have to follow the system. Greet your customer, build rapport and qualify them properly. Show them the car and take them on a demo drive etc. Build as much value as you can so all this will justify the price. Think about it. How can you expect to close the sale if you haven't built value yet? Follow the basics and work your way to the close.

You have just met a customer and they tell you that they want to see a certain vehicle. So you dive right into the inventory and start showing them different vehicles. What did you do? You are skipping steps. You didn't qualify to see what they really need or even build rapport. Chances are you're loosing another opportunity to make money and close the sale. And let's just say that you did close that sale. It will be another grinded out sale based on price.

Quick Tip: Closing a sales based on prices is costing you a ton of money. If you want to earn a professional 6 figure income in the car business then you need to start selling on value not price. And that means following the basic steps of the sales process continuously with every single customer.