6. Close

Step Six: Close - Salesman's Goal: Finalize the deal.

 

The “close” is the sixth step in sale process. (In Chapter Four of this guide book we will go in to the detailed techniques dealers will use during this process.)

 

The close is when the salesperson finalizes the deal with the customer. This is either preformed by the salesman or by a “Closer”.   (Remember, the closers will describe themselves as Managers or Assistant Managers).   The close is simply the “back and forth process” of offers and counter offers. 

 

The dealer’s goal is to get a “Bump” in payment, price and down payment. Also, they will attempt to find an agreeable value for the trade-in.

 

Dealerships know that no matter what the offer, they must make the customer feel like they are getting a great deal. Often they will perform some “Play-House-90”. In other words, they will act like they are having a difficult time selling the car at such a low price.

 

There are many closing techniques. However, the most common relies on the customer making some sort of compromise or “meeting them half way”.

 

Many customers find themselves in the “close” during their first dealer visit when they had no intention of buying a car. It is important not to negotiate on a vehicle unprepared.  In the Calculations Chapter , this guide book will provide you with printable "cheat sheets" and payment checkers to use during this process.