This is a collection of our favorite 20 21 closes in the Close Library. These closes can be favorites because of their effectiveness, sentimental value…

How to Use the Close Library

Salespeople and just people in general are always looking for that miracle phrase that is just going to work on everyone. They seek out that…

WIIFY – What’s In It For You!

YOU WILL achieve, exceed, and CRUSH any goal you ever set for your sales career. YOU WILL receive the recognition deserving of an ELITE salesperson.…


Lack of Prospecting is the #1 reason most salespeople fail. You must go out and find your own gold; it is NOT going to just…


The Finance step to the sale is when the customer completes the paperwork necessary to finalize the transaction. The customer has said “yes” to the…

Negotiating & Close

The Negotiations and Closing step happens when the customer does not agree with one or all of the terms that you have presented in the…

Investment Proposal

The Investment Proposal step is when you present the customer with figures and terms required to purchase the vehicle. No sale has ever happened without…


The Demonstration is when you take the vehicle out for a test drive. This drive is your chance to let the vehicle speak for itself.…


The Presentation is your first real opportunity to show the customer the benefits they will enjoy by owning the vehicle you are showing them. You…

Customer Profile

Like the Trade Appraisal the Customer Profile is an information gathering step that should flow smoothly every time you use the “offer” of information during…

Trade Appraisal

The Trade Appraisal is an information gathering step that typically does not warrant a lot of customer objections or concerns. Especially when the stage is…

The Greeting

The Greeting, that precious first 30 seconds (maybe a little longer) where the customer decides if they are going to consider buying from you or…

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