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3 or 4 Days to Think
This topic is to discuss the Close – 3 or 4 Days to Think. Please leave your comments below regarding this close.
Customer: “I need some time to think about this Julie.”
Salesperson: “I can understand you need some time to think about this, it is a big decision. Tell me this, do you think you need about three or four days or are you going to need three or four weeks?”
Customer: “I will only need a few days.”
Salesperson: “That’s all it takes for most people. The truth is it does not matter if you take three days, three weeks, or even three months, you will need to find the answers to the same four questions, may I share them with you?”
Customer: “Please do.”
Salesperson: “Does the ______ solve or improve your current situation?”
Customer: “Yes, it does.”
Salesperson: “Is the ______ affordable?”
Customer: “Yes, I can afford it.”
Salesperson: “Is my dealership a place you are comfortable doing business with?”
Customer: “Yes, they seem like a good company.”
Salesperson: “And lastly, am I the person you want to do business with now and support your purchase in the future?”
Customer: “Of course, you have been great.”
Salesperson: “It seems to me Steve, that you have already thought long enough and have actually already made your decision. Wouldn’t you agree?”
Customer: “Yeah, I guess you are right.”
Salesperson: “Congratulations Steve, you are going to love owning the ______. I will get it ready for an immediate delivery.”
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