Closing Sales Closing Sales With Today’s More With Today’s More Informed Buyers Informed Buyers Presented By Tim Kintz, Joe Verde Trainer
Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer.
Mar 28, 2015
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Closing SalesClosing SalesWith Today’s MoreWith Today’s More
Informed BuyersInformed Buyers
Presented By Tim Kintz, Joe Verde Trainer
Facts On Your CustomersFacts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
Facts On Your CustomersFacts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
Facts On Your CustomersFacts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
Facts On Your CustomersFacts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within
one week
Facts On Your CustomersFacts On Your Customers
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within
one week
5. Closing ratio = 20%, loss ratio = 80%
Facts On Your CustomersFacts On Your Customers
78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
Your Dealership’s Your Dealership’s PotentialPotential
78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
500 Opportunities x 78% Will Buy390 Buyers
Your Dealership’s Your Dealership’s PotentialPotential
78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
500 Opportunities x 78% Will Buy390 Buyers
Your Dealership’s Your Dealership’s PotentialPotential
390 Buyers-100 Deliveries290 Missed Buyers
390 Buyers-100 Deliveries290 Missed Buyers
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
7. FEAR!
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
Knowledge
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
Knowledge
+
Practice
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
Knowledge
+
Practice
=
Skills
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
Knowledge
+
Practice
=
Skills
Confidence
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
Knowledge
+
Practice
=
Skills
Confidence
Enthusiasm
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
The 7 Major SkillsThe 7 Major Skills
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
7. Win/Win negotiation
The 7 Major SkillsThe 7 Major Skills
The Buying ProcessThe Buying Process
The Buying ProcessThe Buying Process
The Buying ProcessThe Buying Process
The Selling ProcessThe Selling Process
The Buying ProcessThe Buying Process
The Selling ProcessThe Selling Process
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
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What Should You Do Next?What Should You Do Next?
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