Your EOFY Advantage? Double closing every walk-in

The End of Financial Year (EOFY) is one of the busiest and most profitable windows for dealerships. With increased buyer activity, time-sensitive offers, and stretched sales targets, there’s no room to let potential buyers slip through the cracks. Yet that’s exactly what happens when a proven sales technique, the double close, is ignored.

At Total Selling Solutions, we’re seeing it time and time again: great customer engagement and strong product presentations… but no deal. Why? Because many dealerships fail to implement a consistent process for double closing every walk-in.

What Is the Double Close Strategy?

A double close is the act of making two purposeful attempts to close the sale during a single customer visit.

• The first close is made by the Sales Executive after a proper road-to-the-sale process: greeting, qualifying, product presentation, test drive, and proposal.

• If the customer hesitates or deflects, a second, fresh closing attempt is made—often by a Sales Manager or Team Leader.

This “second swing” isn't just about pressure; it’s about offering a new voice, new perspective, and greater authority. It also shows the customer that they are important enough to warrant senior attention.

The Stats That Should Alarm You

❌ 71% of customers never return to the dealership once they leave.

❌ More than half leave without ever meeting a manager—no second touchpoint, no second close.

We recently surveyed 30 Sales Executives and Managers across a mix of metro and regional dealerships. All reported that over 50% of customers walk out without buying—and without a second attempt to close the deal. That’s not just a missed sale. It’s a missed opportunity to build trust, uncover hidden objections, and offer tailored solutions.

When targets are tight, that’s the difference between making budget and falling short. Especially during

EOFY.

EOFY: Your Window of Opportunity

EOFY isn’t just a deadline. It’s a motivator. Consumers are actively hunting for deals, upgrades, and last-minute stock. That means your showroom traffic is likely to spike—but traffic doesn’t equal conversion.

Your real opportunity lies in what you do with every person who walks in. And that means double closing them.

With buyers more receptive to urgency (and often armed with external quotes), the double close helps maximise every interaction while reducing the risk of walk-outs.

How to Effectively Execute a Double Close

Let’s get practical. A good double close isn’t pushy. It’s strategic, coordinated, and planned. Here’s how to do it right:

1. Plan for It

Have a structure in place so that the manager is introduced early in the process—ideally during the appraisal, test drive, or proposal stage. That way, the customer is familiar with them, and the follow-up close doesn’t feel like an ambush.

2. Coach the Team

Regular sales training is essential to build fluency in closing techniques and objection handling. TSS offers both onsite training and remote coaching tailored to your dealership's needs.

Our Sales Executive Mastery course includes roleplay exercises to master soft and hard closing techniques, tailored to both first and second closes.

3. Use Manager Authority Wisely

Managers must be tactful. Their close should never contradict or undermine the Sales Executive. It should build upon the groundwork already laid, address hesitation, and offer additional options like accessories, finance packages, or alternative stock.

Example Word Track:"I just wanted to quickly introduce myself—I manage our sales team here. I understand you’re not quite ready to make a decision today, and that’s completely fine. But if I could sharpen the numbers or include something of value, would you consider placing a holding deposit?"

4. Use Data to Support Action

With systems like StreamSpeak, your team can listen back to real customer interactions and assess where the closing attempt fell short—or didn’t happen at all. We measure over 4 million calls annually, giving you real insights into performance gaps.

You can even track which team members are consistently skipping second closes and retrain accordingly.

Common Objections to the Double Close—And How to Overcome Them

“We don’t have time.”

You can’t afford not to. The extra two minutes spent with a manager can mean thousands in gross profit and a higher closing ratio.

“It feels too pushy.”

Only if you do it wrong. A good double close adds value, not pressure. It’s a professional touch, not a hard sell.

“The manager’s too busy.”

Then you’ve got a process problem. Make double closing a non-negotiable part of your floor routine during peak sales periods like EOFY.

How TSS Can Help

Whether you need support building a new sales process or want to tighten up your existing one, our team is ready. We’ve been working with dealerships across the country since 2006, delivering tailored solutions for teams of all sizes.

Sales opportunities don’t always come easy. But when they do—like during EOFY—you’ve got to make the most of them. Every walk-in is a buyer waiting for the right offer, the right treatment, and the right close.

So double close them. Every customer. Every time.

Let’s turn traffic into targets.Let’s turn walk-ins into wins.Let’s double close our way to a strong EOFY finish.