Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide to Closing The Deal. We chat about overcoming objections, building trust and rapport, and the exact language to use to close more car sales at your dealership today. Share 0 Share 0 Tweet 0 HOW TO SELL MORE CARS PODCASTfor more free car sales training subscribe at youtube, amazon, apple, iheart, or linkedIn recorded live Sept 6, 2023 in the How To Sell More Calls Town HallSummaryHow to sell more cars. 0:14Welcome to the how to sell more cars podcast. Chris Martinez is today's guest.Today's topic is closing more deals, and Chris's new book : The CloserWhat do you want to be when you grow up? 1:56One of his favorite books is a book about how the kids realize they want to take care of customers and treat people right and make things happen.His kids have taken the book to their show and tell and it's been a lot of fun.The role of closing in today's market and why it's important, and how it's changed.The two distinctions of closing a deal, the to, where the salesperson is trying to help the customer push them further into the sales process, and the c, when the customer is on the right deal.How to know when to bring in the big guns? 6:37How to know when it's time to bring in the big guns to make that commitment.The three kinds of salespeople, the opener, the person bringing them in off the street, the cooler and the closer. The cooler is the guy or girl that can talk really well to the customer.Making friends is good for business, but it has to be done with some intentionality.Some people get stuck in some areas and don't graduate to the next level.The art of persuasion is the art of making things easy. 10:54The art of persuasion is the art of making things easy, not difficult, and closing is about making things easier.One of the best things to do to help push a customer to that next step is to ask the right question.The other manager came in thinking the deal was done, and Brad was the only sales manager there.A salesperson couldn't close the deal. Brad gave it to the greenest green pea on the floor, and they did the deal, so it's just little things like that.The car is the deal. 16:0480% of the people who walk into the dealership know exactly what they want with a deal when they walk in, but they walk out with something completely different.It's not just the car, it's the deal. The car is the deal, how to land on the right thing.The rule of seven states that someone has to see something at least seven times to be influenced to make a decision.The best known product is better than the best product and that they don't know you. The best product is the best one.Holding the conversation well. 21:36As long as you are holding the conversation well, you are just having conversation with the new friend, that's all you're doing and it should go and flow pretty smoothly.There's a little trick chris picked up from some folks a while back that he's going to share.The last third of the book is about word tracks, the difference between training an hour a day and training anhour a week.How he learned the word tracks.One piece of advice for salespeople. 25:24The final piece of advice Chris would give to a salesperson trying to make a career and anongoing business to close more deals.The greatest single thing an author can do for an author is to read the words that they need to put on paper.Full Transcript Continued Below Ridiculously Simple Car Selling It ain't rocket science. It's car sales, and it doesn't have to be hard.In his new book, Ridiculously Simple Car Selling, Steve Stauning and co-author Carson Stauning say that if you're ready to put in the work, you can sell Read More Close More Car Sales Listen in on another How To Sell More Cars podcast conversation.We talk about how to close more car deals with special guest Chris Martinez, former Platform Director at Jackie Cooper Imports in Tulsa and author of The Closer: The Automotive Professional's Guide Read More F & I Training for Automotive Dealerships The Definitive Guide to F & IHow the choices your dealership makes in choosing, training, and rewarding your F & I department can boost your profits, improve your customer satisfaction, and skyrocket your customer retention.Five-time best-selling author and former general manager Max Read More How To Sell More Cars at a Dealership Today Strategies we can put into action to sell more cars at a dealership right now - not how it was back in the good ol' days, not how it's gonna be in a few years unless we do this, that Read More Anarchy in Automotive Marketing Listen In on the HOW TO SELL MORE CARS podcast as Kathi Kruse and Mike TheCarGuy Correra talk about how in today's automotive marketing world, the ...
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