We're talking about a sale that has no "grip."
The wheels are spinning, but we get to the end and the customer leaves. There's no "grippy" conversation happening at the end, so we can't close.
The reason we can't have a constructive closing conversation is that we haven't had a meaningful setup.
More than just showing the vehicle, handling the nuts and bolts, we need to spend the "pre-line" part of the sales interaction having meaningful setup conversations that can be referred back to during closing. These constructive closing conversations are otherwise adversarial.
Set up with the 5 pillars, demo the product, ask for the sale, then have a constructive closing conversation that flows naturally.
Benjamin Dykstra - Sales Educator, team learning facilitator, on a mission to improve the lives of salespeople and change the public perception of automotive retail.