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Closing SalesClosing SalesWith Today’s MoreWith Today’s More
Informed BuyersInformed Buyers
Presented By Tim Kintz, Joe Verde Trainer
![Page 2: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/2.jpg)
Facts On Your CustomersFacts On Your Customers
![Page 3: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/3.jpg)
1. $300-$400+ per buyer and $60-$80+ per prospect
Facts On Your CustomersFacts On Your Customers
![Page 4: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/4.jpg)
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
Facts On Your CustomersFacts On Your Customers
![Page 5: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/5.jpg)
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
Facts On Your CustomersFacts On Your Customers
![Page 6: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/6.jpg)
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within
one week
Facts On Your CustomersFacts On Your Customers
![Page 7: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/7.jpg)
1. $300-$400+ per buyer and $60-$80+ per prospect
2. 78% of the prospects buy
3. 85% of the buyers decided to buy
4. 38% within four hours, 57% within three days and 90% within
one week
5. Closing ratio = 20%, loss ratio = 80%
Facts On Your CustomersFacts On Your Customers
![Page 8: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/8.jpg)
78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
Your Dealership’s Your Dealership’s PotentialPotential
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78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
500 Opportunities x 78% Will Buy390 Buyers
Your Dealership’s Your Dealership’s PotentialPotential
![Page 10: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/10.jpg)
78% Buy
100 Units Sold/Mox 20% Closing %500 Opportunities
500 Opportunities x 78% Will Buy390 Buyers
Your Dealership’s Your Dealership’s PotentialPotential
390 Buyers-100 Deliveries290 Missed Buyers
390 Buyers-100 Deliveries290 Missed Buyers
![Page 11: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/11.jpg)
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 12: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/12.jpg)
1. They pre-qualify customers
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 13: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/13.jpg)
1. They pre-qualify customers
2. They take shortcuts
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 14: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/14.jpg)
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 15: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/15.jpg)
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 16: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/16.jpg)
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 17: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/17.jpg)
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 18: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/18.jpg)
1. They pre-qualify customers
2. They take shortcuts
3. They focus on price
4. They ask one time or never ask for the sale
5. They don’t know how to overcome objections
6. They forget the customer is out of their comfort zone
7. FEAR!
Why Don’t Salespeople Why Don’t Salespeople Close More SalesClose More Sales
![Page 19: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/19.jpg)
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
![Page 20: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/20.jpg)
Knowledge
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
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Knowledge
+
Practice
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
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Knowledge
+
Practice
=
Skills
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
![Page 23: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/23.jpg)
Knowledge
+
Practice
=
Skills
Confidence
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
![Page 24: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/24.jpg)
Knowledge
+
Practice
=
Skills
Confidence
Enthusiasm
5 Keys To Close 5 Keys To Close More Sales TodayMore Sales Today
![Page 25: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/25.jpg)
The 7 Major SkillsThe 7 Major Skills
![Page 26: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/26.jpg)
1. Follow the New Basics™ of selling
The 7 Major SkillsThe 7 Major Skills
![Page 27: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/27.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
The 7 Major SkillsThe 7 Major Skills
![Page 28: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/28.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
The 7 Major SkillsThe 7 Major Skills
![Page 29: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/29.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
The 7 Major SkillsThe 7 Major Skills
![Page 30: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/30.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
The 7 Major SkillsThe 7 Major Skills
![Page 31: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/31.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
The 7 Major SkillsThe 7 Major Skills
![Page 32: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/32.jpg)
1. Follow the New Basics™ of selling
2. Create urgency/fear of loss
3. Bypass questions & concerns
4. Close after the demo
5. Overcome objections
6. Firm up the commitment
7. Win/Win negotiation
The 7 Major SkillsThe 7 Major Skills
![Page 33: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/33.jpg)
The Buying ProcessThe Buying Process
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The Buying ProcessThe Buying Process
![Page 35: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/35.jpg)
The Buying ProcessThe Buying Process
The Selling ProcessThe Selling Process
![Page 36: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/36.jpg)
The Buying ProcessThe Buying Process
The Selling ProcessThe Selling Process
![Page 37: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/37.jpg)
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
![Page 38: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/38.jpg)
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
![Page 39: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/39.jpg)
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
![Page 40: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/40.jpg)
The Joe Verde Selling The Joe Verde Selling ProcessProcess
The New Basics™The New Basics™
![Page 41: Closing Sales With Todays More Informed Buyers Presented By Tim Kintz, Joe Verde Trainer](https://reader030.vdocument.in/reader030/viewer/2022020720/55169282550346a25b8b4f76/html5/thumbnails/41.jpg)
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What Should You Do Next?What Should You Do Next?