5 Tips To Boost Your Vehicle Sales Close Ratio

Posted by Insignia Group on Dec 19, 2014 8:00:00 AM

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*updated 12/20/2021

Everyone remembers the famous line from the movie Boiler Room, "Always be closing." Sounds good in theory—is it practical? You have to be creative as a dealership and use practical knowledge to improve your sales closing ratio. Here are five car sales tips to help with closing a deal. The following clever ideas are simple and easy to apply to increase vehicle sales and improve your car sales technique!

Practice Relationship Building:

To gain new customers, and their loyalty, you must build a positive relationship with them. Ask the right car sales qualifying questions while remaining conversational and genuine. The goal is to create a connection. Always get contact information from every prospect who walks in your door, regardless of whether they test drive or not. Let them know you want them to be aware of any deals and specials you're promoting. Find out personal information, like birthdays, and send a birthday coupon or card. The personal touch helps facilitate a positive connection between them and you. Not every prospect will purchase on their first visit, which doesn't mean they won't become loyal customers. If you're looking for answers on how to increase vehicle sales, relationship building is your firm foundation. By upgrading your car sales technique with a more personal touch, customers will feel more connected to you as a person rather than just a salesperson. And the more customers you go out of your way for, the better your sales closing ratio! 

Proper Car Sales Qualifying Questions:

Getting to know your customer is about more than building rapport. As you talk with a prospective buyer, weave in good qualifying questions to help you close the sale. Even if a customer knows what they want, you still have the opportunity to upsell. For example, ask your customers questions about their families to know who the regular passengers will be. Find out how much time the person spends in their car and what type of driving they do. Where do they park for work? What kinds of roads do they usually drive on? Do they have kids or pets? Know whether comfort, convenience, or aesthetics are more critical to the customer. Asking questions and engaging in conversation about the customer's daily life will not only demonstrate how you're going above and beyond–it will also improve your sales closing ratio by providing the customer with absolutely everything they need. There are easy ways to find out what accessories you can promote by engaging in conversation!

Understand The Meaning Of No:

"No" in car sales doesn't always mean no. No can often mean "not right now." About 33% of prospective customers that said "no" reported they would come back to the same dealership, giving you another shot at closing the deal. Unfortunately, there's typically a lack of follow-up. Suppose a person says no; it's essential to follow up and find out why. When you lose a sale, invite the customer to take a "how are we doing?" survey. By showing the customer that you're interested in following up with them and going the extra mile, they'll feel as if you have their best interests in mind. Use that information to follow up and get the customer back in-house. 

Practice Team Building:

Every dealership has a shining star sales consultant who closes 75% of the deals and averages $800 PNVR. However, the same store will have salespeople that could use some work. Maybe they're the new kid on the block or just haven't gotten the hang of it yet. Your entire sales team is only as strong as the latter. Your champion will have some car sales tips to share and lessons to teach the rest of the group. Sharing best practices or word tracks is an excellent dialogue for team growth and will ultimately increase your vehicle sales and your sales closing ratio. 

Show and Tell:

The last thing a prospect wants is to find out that they know more about the product than you do. A salesman who doesn't know their product will have difficulty closing a deal. To increase vehicle sales, salespeople must know enough about every product they sell to present it intelligently. Don't just give the customer enough information to operate the vehicle during a test drive. Use those car sales qualifying questions to determine which features will appeal to the customer, then showcase how they work and how it will benefit them. Accessories solutions and displays are an excellent interactive way of showing and telling to help with closing a deal. Use those car sales qualifying questions in your everyday car sales technique to make the process more natural to you. Another car sales tip: pre-loaded vehicles also make an excellent show-and-tell tool.

This Vehicle Accessory Sales System Increases Sales Closing Ratios:

Insignia Group is the leading provider of digital accessory selling systems. The easiest way to boost your vehicle sales close ratio during the chip shortage is to personalize what you have. Accessories make any vehicle more attractive to prospective customers by creating comfort and convenience. Insignia Group makes it easy to sell accessories at the point of sale by presenting accessories in a sleek, user-friendly format available for online and in-showroom customers.

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Topics: Presentation Tools, Improve CSI, Reducing Turnover