THE ESTABLISH RAPPORT AND ANALYZE THE CUSTMERS NEEDS.... AND THE 10 TOP CLOSING TECHNIGUES WE USE ON YOU !!

OK AS THE KAPOWEE VIDEO SHOWS ASK THEM QUESTIONS ACT LIKE YOU ARE INTERESTED GET THEM TO LIKE YOU AND KAPOWEE YOU GOT YOURSELF A CAR DEAL! Well it's not that easy but it helps. Doesn't it bother you that all that chit chat is not genuine interest in you and your family uuuugh I was always truly interested but hey my background is in Social Work and Human Resources so it came naturally, but that is the exception not the rule.

OK so now the sales associate has greeted you and has either gotten you into the showroom or is building rapport on the fly as you are looking at cars, asking questions about you needs and wants trying to put you on the right vehicle while also asking questions to build rapport .....about anything like bumper stickers, liscence plates, team affiliation shirts or ball caps, anything to strike up a conversation and identify with you  or to relate to you..again nothing wrong here just FYI its usually not genuine, just part of controlling the process, slowing you down and getting more info.

What we are really after is finding out your reasons for buying....are you adding a vehicle or replacing one ( the trade vehicle) what features are you most interested in, must have or like to have options.

Again all this is legitimate in narrowing down your search and saving time and making sure you are on the right vehicle, including price...so we are taught to ask what is your investment range...not how much do you want to spend..ask yourself does "spend" versus "invest" evoke different emotions? Yes it does but in the end you are spending money hopefully with my advise you are doing it smart and saving all the money you can in the process!

We are taught that you can ask your way to a sale... here is why.

If we get enough info from you and then we try to close you and you object we can say "but Mr/Mrs customer you said you wanted xyz and to invest x amount and have a payent of x what I have presented here meets all you said you wanted, so let me ask you, whats keeping you from doing business now!" 

NOW FOR THE NEXT TEN WEEKS I WILL SHOW YOU THE TOP 10 OBJECTIONS YOU RAISE AND HOW WE ARE TAUGHT TO OVERCOME THEM

#1 " I WANT TO THINK IT OVER"

We are trained to say "That's fine...Obviuosly you wouldn't take time to think things over if you were not seiously interested would you? What are you going to say yes! I am not serious I just want to shop other lots...I dont think so and I never had anyone say yes you as customers usually say "no you are right I am serious",  if it's only to get out of there!

So before you leave we say " just to clarify my thinking what part of this proposal is it that you want to think over? Is there something I forgot to cover or is it ? or ?.
This is designed to get you to specify what it is price, trade appraisal, etc so they can get a manager involved and try to close you by giving alittle more on the trade or lower price etc.

BY THE WAY WE ARE TAUGHT TO DO THE ABOVE IN INCREMENTS OF 100 OR 200 DOLLARS. WHY DO YOU THINK WE DO THAT? 

Well until next week and the next major objection and closing technigue the "TENNIS RACQUET" close.