{"id":689,"date":"2015-12-30T14:00:00","date_gmt":"2015-12-30T14:00:00","guid":{"rendered":"https:\/\/www.autoraptor.com\/blog\/car-sales-closing-techniques-for-your-stiff-prospects"},"modified":"2024-04-17T10:24:53","modified_gmt":"2024-04-17T14:24:53","slug":"car-sales-closing-techniques-for-your-stiff-prospects","status":"publish","type":"post","link":"https:\/\/www.autoraptor.com\/blog\/car-sales-closing-techniques-for-your-stiff-prospects\/","title":{"rendered":"Car Sales Closing Techniques for Your “Stiff” Prospects"},"content":{"rendered":"

Dealing with customers who have bad credit and low\u00a0finances? Utilize the golden rule of car sales closing techniques: unbiased, quality service \u00a0<\/strong><\/h2>\n

If you’ve been in used car sales long enough, you know that not every prospect has a great income or credit score. In fact, most don’t. Once in a while, a person will come into your dealership<\/a> in need of help\u00a0getting approved for financing.<\/p>\n

A\u00a0smart salesperson can use basic car sales closing techniques to take\u00a0these prospects who aren’t sure they’ll ever be able to drive a car off the lot, get them to sign on the dotted line, and then hand over the keys.<\/p>\n

Are you wondering how that’s possible?\u00a0We’re not talking about taking advantage of people<\/a> in stiff financial circumstances. Quite the opposite, actually. The goal is to achieve the greatest benefit for all: the customer, the dealership, and you (the salesperson).<\/p>\n

By treating your next “credit challenged” prospect like a king, you will be rewarded with more business and higher pay than any 800 credit-score customer could bring you.<\/p>\n

The golden rule of car sales closing techniques: unbiased customer service\u00a0<\/strong><\/h3>\n

The quality of service a person receives is usually aligned with where he falls on the financial spectrum.<\/p>\n

People with perfect credit and good incomes receive great service. They expect a certain level of service because they’re “want” buyers, not “need” buyers. And because the cars they are looking for usually come with a higher price tag, they’re treated exceptionally well by the sales staff.<\/p>\n

The majority of used car buyers fall in the middle of the spectrum. They\u00a0come with a mix of marginal credit scores, driving histories, and financial situations. Good salespeople provide these buyers with excellent service, too.<\/p>\n

And then there are the “credit-challenged” customers. These are the people who have financial troubles, bad-or-zero credit and are unable to secure financing. These customers may feel as if dealerships consider them to be\u00a0nuisances.\u00a0Not only are they anxious\u00a0shopping for a car, but they’re worried they won’t get the service they deserve from a salesperson.<\/p>\n

This tiered and biased system of customer service is a huge mistake. A great salesperson treats every prospect with equal respect, dignity, and patience. He sees the opportunity in dealing with prospects that have less-than-perfect financial circumstances.<\/p>\n

Want more\u00a0sales? Change your attitude about dealing with financially challenged prospects\u00a0<\/strong><\/h3>\n

Opportunity comes to those with open minds. Don’t judge your prospects\u2014embrace and offer\u00a0them unparalleled service<\/a>. Treat the next credit-challenged prospect like a king, he will find a way to do business with you. Why? Because he trusts you.<\/p>\n

He will find a co-signer, save up for a down payment, or apply for sub-prime lending. In fact, he will do whatever it takes to purchase a car. And it all starts with treating him like a person. Not a “stiff.”<\/p>\n

Here are a few car sales closing techniques (with emphasis on service quality) you can use:<\/p>\n