If your closing ratio depends on how smooth you are at the desk, you already lost the deal.
Real closers close during needs assessment.
Not with pressure.
With clarity.
Most objections are not price problems, they are clarity problems. When the customer cannot clearly explain why the vehicle fits their life, hesitation shows up later as “we need to think about it.”
Here’s the framework real closers use:
The Real Closer Discovery Formula
What prompted you to start looking right now?
What is not working with your current vehicle?
How does that affect your day-to-day?
If we fixed that, what would change for you?
So if we solve X and stay around Y, that makes sense?
That last question is the close inside discovery. It creates alignment before numbers.
This week’s challenge
On your next 5 deals, get three micro-commitments before you present numbers:
“So reliability is the biggest issue, right?”
“Safety is non-negotiable, agreed?”
“If we keep it in that payment range, this works?”
Micro-commitments reduce macro-resistance.
If you want the full breakdown with examples, EP77 is live.
Where do your deals usually start slipping, discovery, test drive, or at the desk? Hit reply and tell me.
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