Make them feel obligated
Do you want to sell more cars?
Do you want to have easier time closing your deals?
By the end of demonstration your customer should like you, trust you, and feel obligated to you.
When your customers feel obligated they will have a very difficult time saying “No!”
How do you make them feel obligated?
Your customers’ feelings of obligation to you is directly proportionate to the TIME you spent with them and the EFFORT you showed in helping them.
Spend more TIME and show genuine EFFORT.
How do you show effort? Walk faster or run when you are getting the keys or moving cars. Don’t take shortcuts. Don’t suggest to drive something else because you can’t get to the car they want to see unless you move three cars. Sweat a little.
Customers appreciate the extra time and effort you put in to help them get the car they want. They will want to reciprocate. They actually will want to help you sell a car by buying from you.
Always be positive, smile, work hard and ask for the business.