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How to Ask for the Sale - Training

(10 Modern Ways)

What's the biggest reason sales professionals don't make the sale?

Answer: They don't ask! 

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Do your people know how to ask? How many times do they ask? Do they know exactly how to respond with words and phrases that actually work?

 

It happens in both sales and service alike.

Asking customers for a sale can be intimidating and awkward. Especially since the typical response is a quick and definitive “no”. It may seem hopeless, but there are subtle, yet effective, ways to solicit a sale.

Our in-depth in-dealership training course will reveal these methods taken straight from Ted Ings' personal playbook.  

Learn how to ask for the sale with 10 modern tactics

Nobody likes a pushy salesperson, but on the other hand, a closed mouth doesn’t get fed. There’s a fine line you must walk to effectively petition a sale without seeming overbearing.

Don’t be shy – ask for it with integrity

At CPI, we’ve engineered ten tactics that will allow you and your team to approach a customer with integrity. In our course, these strategies will be mastered for increased success and customer satisfaction.

Upon completion, your staff will be able to approach anyone for a sale without feeling guilty or anxious. Overall profits will increase – and more importantly, so will confidence.  

Here's a sample of our curriculum:

Tip of the Day: Did You Ask for the Sale?

The walk-around is complete. The customer has joined the Service Advisor as they’ve peeked and prodded around their car in the service drive. It’s been interactive with the Advisor involving the customer in the walk-around. Everything has gone right to this point. They’ve even noticed a few minor things that could be potential concerns. But when the work order is signed, it’s only the pre-booked routine maintenance from the appointment. What gives?

Tools Don’t Make a Sale

The walk-around is a tool that serves many functions. It gets the customer involved in the service process, it helps identify irrefutable areas of concern that the customer sees first-hand, and it provides an opportunity to discuss recommended services in addition to what’s on the pre-work order. 

But a tool can’t make the sale – a Salesperson must. 

Perhaps it’s fear of rejection, or a meekness on the Service Advisor’s part. But more often than one would want to admit, the Service Advisor doesn’t ask the customer for the sale. 

But it’s exactly what the customer expects. Here how it can go: “Alright, your appointment is for the Type A service package. We’ve noticed on the walk-around together that the front tire is low on air and your transmission fluid smells burnt. Is it alright with you if we take care of those concerns today?” 

It sounds easy, doesn’t it? That’s because it is. More than half of the time, the customer will move ahead with the work. 

Those who don’t give the approval right away might be concerned about price, but only a few will be hesitant on any basis other than money. 

Expect Objections

Objections are part of the process. “That’s too much money” and “I want to think about it” are a couple common objections. 

Keep in mind that an objection isn’t a rejection – it’s an opening to offer a solution to the problem, and an opportunity to ask for the sale again. 

Note: This training program applies to salespeople, F&I, service advisors and parts. 

Prepare for success with the best  

Each course we create – including this one – is designed to keep your team engaged. Instead of endless lectures, you get participatory activities and exciting material. The CPI team of experts comes to your location to provide live, interactive training. But it doesn’t end there. A continual, metric-driven sustainment process is provided afterward to ensure unparalleled success.

For more information on this unique program, please contact Ted Ings directly, our Executive Director. His telephone number is (212) 763-0016.