Accessory Sales 101 Part 3: Closing the Accessory Sale

Tom Lombardo: Welcome back to our third session of accessory sales 101. This session is all about closing the accessory sale.

We have our same accessory rep and customer. This scenario could work with a salesperson as well. Let’s jump in.

Dedicated Rep: Now that is a great looking truck! And it only increased your monthly payment by 40 dollars. Now I’ve realized that you like the step bars. Is that right?

Customer: Yes, but I really wasn’t prepared to pay that much per month.

Tom Lombardo: This may be where you throw up your hands and throw in the towel… who am I kidding you’re sales people! It’s okay to push a little. Describe the extra benefits of buying accessories with your dealership! No hidden fees, financing with the vehicle versus a high interest credit card, or a better warranty. Let’s take a look…

Dedicated Rep: I understand. I’ll tell you what, let’s keep the step bars and the tool box since you’ll need those for work. What would you like to remove?

Customer: Let’s take out the grille guard.

Dedicated Rep: Absolutely. We can select right here, and watch it go away. How does that look?

Customer: That looks better.

Dedicated Rep: Excellent. Now with the accessories we did keep, it will only increase your monthly payment by $23.16.

Customer: Sounds great!

Dedicated Rep: Excellent.  Congratulations.

Customer: Thank you.

Tom Lombardo: Now that the accessory deal is done, the customer is ready to sign the paperwork in finance. If there’s time, introduce the customer to the service advisor. They can set up an appointment to get their accessories installed.

Accessories are another way your dealership can start cultivating a long term customer relationship.

Thank you for watching our best practices for closing an accessory sale. For additional help or training, contact your AddOnAuto business consultant.