One Sleazy Close
Published: Sun, 02/17/19
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It was going to be an easy sale.
Hell, it was his to lose.
Knowing that my wholesaling mobile, the 1988 Nissan Maxima, was in need of an upgrade, I identified the new model I wanted and headed to the car lot.
A dealership that was owned by the family of a friend.
A dealership that was owned by the family of a friend.
As soon as I sat down at the salesperson's desk, and told him of my interest in the car, he slid a blank piece of paper and a pen across the desk and instructed me to write down how much I wanted to pay for the car.
No rapport building.
No probing questions.
No discussion of any kind.
Not even a handshake!
My response was to get up and leave.
It was, singularly, the most off-putting close I have ever experienced.
And so it is with the notion of closing for so many wholesalers; negatively influenced by sleazy behavior that they themselves have experienced.
Yet the great wholesaler knows how to move the sales process forward, to gain commitments, and do so without the advisor feeling like they need a shower after the appointment.