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Advanced Ben Franklin
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Customer: “Julie, I just am not sure this is the best decision right now.”
Salesperson: “I understand Steve, how hard it is sometimes to make a decision. When faced with a difficult decision our country’s founding father, Ben Franklin would sit down with a piece of paper, draw a line down the middle, and write do the positives on one side and the negatives on the other. This would give him a true evaluation of the right thing to do. (Pull out a sheet of paper, draw a line down the middle, and put a plus sign on one side and a minus on the other – write down all the answers) So Steve, what are some of the reasons for purchasing the vehicle?”
Customer: “It’s bigger. It has a warranty. It’s has more features.”
Salesperson: “Anything else?”
Customer: “It fits the needs of my family.”
Salesperson: “Don’t forget that it has the navigation system that will help you when you are traveling for work.”
Customer: “Yeah that is definitely a positive.”
Salesperson: “Ok, now let’s look at some of the negatives and if the negatives outweigh the positive than I would suggest passing on the deal. I have the first negative, the payments are $70 higher than your current payment. (Pause to appear to be thinking) That’s actually the only negative that I can think of. Can you think of any?”
Customer: “That is the only one.”
Salesperson: “So Steve, consider the fact that the new vehicle is big enough to fit your growing family. Consider it has a full factory warranty, so you don’t have to worry about costly repairs. And consider the fact that the vehicle has the additional safety features that are important to your peace of mind. Considering all of that, I am sure you would agree that the positives far outweigh the negatives. Wouldn’t you agree?”
Customer: “Yes.”
Salesperson: “Good, then let’s get this done and over with, so you can start enjoying all of this.”
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