HOW PREPARE TO JUSTIFY THE VALUE OF CAR

Pre-sale is over. If you've done your job to this point (established empathy, presented and demonstrated your product, driven the Trade-in, reached agreement on a vehicle, "IN STOCK"), this is the time to start your closing efforts and bring out any and all objections and points of question.
REMEMBER: Unless you are ready to close, get commitments and money from the Buyer "TO DO BUSINESS NOW", you are only a "PROFESSIONAL VISITOR." To this point, all your efforts have been made to eliminate fear of loss, but there still is the mystery of "What is it going to cost?" Be careful here not to display too much enthusiasm. It could be misunderstood as pressure and have negative impact on the Buyer. THE PROFESSIONAL SALES ASSOCIATE MUST BE:
1.An Actor...you're on stage - perform!
2.A Psychologist...skillful questioning
3.A Reporter...gather and give information
4.A Chaplain...careful listening
5.A Tiger...be persistent Your emotions must be controlled. Calm logic must be your selling base. This is the time and place to recall to your Buyer what has taken place to this point. Your efforts, good or bad, will be a factor in maintaining control of the sale.



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