HOW POWER Selling: The Mindset Shift That Increases Closing Ratios

Closing deals consistently is one of the trickiest but most important aspects of running a dealership, and there are a lot of misconceptions about how to do it.

Too often, dealership teams believe they need better scripts, or they need to think faster on their feet, or be more aggressive. This kind of salesmanship can actually degrade a dealership’s performance because it increases apprehension in guests.

Technique isn’t the problem. Mindset is. 

When selling is centered on HOW POWER activities, salespeople naturally think and behave differently. Their ability to connect with customers improves. 

HOW POWER selling is rooted in the leadership system described in my books, Creating HOW POWER and Becoming the Modern-Day Dealership. 

HOW POWER works by developing positive attitudes and thought-patterns in salespeople. They align with company objectives. They focus on daily tasks that are intentionally designed to build confidence and success, without using high-pressure techniques. As they practice this system daily, they become more competent, more confident, and better able to communicate clearly with guests.

It works because it increases trust, both within the team and between salespeople and guests. When guests trust that they’re in good hands, the deal is more likely to close.

Clarity. Intention. Human connection. 

Those are the founding HOW POWER principles that spark necessary changes in a sales team’s approach. As team members replace transactional thinking with HOW POWER communication, they feel less anxious about needing the deal. They’re more inclined to be compassionate and help guests feel confident about their purchases.

As salespeople relax, so do the customers. Trust increases. Closing ratios rise naturally. This happens because people change HOW they think before they change what they do. 

Salespeople show up with more confidence when they have a purpose above simply closing a sale.

While traditional selling relies heavily on reactive, script-heavy tactics, HOW POWER selling takes the pressure off—for the team members as well as the guest. Trust increases, and the clear sense of purpose creates an environment where decisions can be made deliberately, calmly, and confidently. Closing the deal becomes enjoyable for everyone. 

HOW POWER is a proven system that changes the entire selling environment. It creates a theme and a competitive edge that boosts sales confidence. Mindset does matter, because HOW salespeople sell matters to the guests. 

Start to improve the mindset of your salespeople today by discussing one lesson from Creating HOW POWER at your morning meetings. The lessons include ideas such as:

Discuss ways to implement these lessons across all departments. Help your salespeople align with the techniques that are being taught. Train them in the skills they need, and mentor them as they work to change the way they show up. Celebrate every win. Team members will become more satisfied with their work, but beyond that, their ability to confidently communicate with guests in positive ways will increase. Sales ratios are sure to follow.