The reality is that until you close the deal, you haven't done a thing for your customer.

Your customer has come to you to solve a problem. Or, maybe they have a need that needs to be met. Some people that buy automobiles don't actually need to buy one at the point in time when they do sometimes. However, they have somehow been motivated to do so, therefore in their reality it's now a need and problem that needs solving.

Today I had a previous customer come in to see me. He had leased a Honda CR-V from me two and a half years ago and was now motivated to make a change. He was aware of our current lease specials, and of course he wanted to keep a "similar" payment to what he currently had which was $291.

He was still 6 payments out from his lease end so I knew right away that a similar payment was possible, but he would be paying more. He made it very clear that at 82 years old, he is on a fixed budget however, and every penny counts. Well, it counts for all of us whether we are 82 or not, I guess.

The best option was the 2017 Nissan Rogue S, which we currently have on lease special for $249 a month with nothing down. I figured since I had sold him before and we are creatures of habit that I would look at what he did on his current lease. I found he did no money down of course. This Nissan lease was perfect, however I had the disposition fee to deal with since we would end up making his final payments opposed to taking his CR-V in trade.

After I gave him a million dollar walk around on the Rogue, he took a test drive and really liked it. It really helps when you sell an awesome product and people get excited about it. I had pulled up a Glacier White with Black interior, he ended up wanting the one he drove which was great. Now I just needed to see how the figures looked, and close him.

I hadn't seen this customer since he bought his CR-V from me over 2 years ago. Where I live in Maine, some people buy from you that are hundreds of miles away. They typically don't frequent the service department for oil changes and tire rotations. This gentleman was one that never came around until it was time for a new vehicle. So, I spent a good amount of time when he first arrived getting to know him again, really re-kindle the relationship that lead to a sale the first time.

I was able to do that, and really I made a friend all over again. This time we learned much more about each other. I didn't want to let him down now that it was time to make a decision. I knew that he was going to make a positive choice, because I was sold enough for both of us. I genuinely wanted to see him drive his new Rogue home to his wife of 54 years because I could tell that's what he wanted as well.

I presented the figures along these lines..

Well Skip, based on the vehicle you selected (pointing with my pen to the price of the Rogue), and what we feel is the best way for you to get out your lease early(pointing now to the $2000 in final payments and Dispo Fee), Your No Money Down, 3 year, 36,000 mile lease payment would be $331 a month (now pointing to the payment with my pen), All I need from you is your approval here....

This is where I looked at him and shut up of course. But he began to hem and haw about the money. He immediately saw that his payment was going to increase by $40. He mentioned to me again, as if I had forgotten from earlier, that he was on a fixed income.

I believe that Skip came to see me because he was ready for a new vehicle. I was completely convinced because of how excited and positive he was about everything.

Payments are too high no matter how much they are. I've never liked a payment, and I've never met anyone else who does either. But we all have them, right?

So I looked at him and I closed him like this...

I said: Skip, let me ask you this.. Do you like the Rogue and think it's right for you and your wife?

He replied: Yes. Then he explained that he thought it was more comfortable and quieter than the CR-V.

I said: OK, do you think that you can find an extra $10 a week to have this vehicle?

He replied: Yes, I guess I can handle that.

I Closed: You like the vehicle, you can afford it, you deserve this, let's do it! (pointing my pen now towards him and the agreement)

With a smile, he said let's do it, took my pen and signed.

Up until that point right there, I had done nothing for him. The moment I closed him, I did everything. He is now enjoying the benefits of his new vehicle, and I am 100% confident he had a great day today. Had I not closed him, or had I turned a money complaint into an objection, I may not have closed him.

Believe in your customers, they know what's best for themselves. But make sure you don't leave the close up to them. You need to be the one who closes. Don't be afraid of this, and don't fear pressuring someone. If it's in their best interest, pressure is sometimes a good thing.

So, be of true service to your customer, and be sure to Close the Deal.