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Already Thought About It
This topic is to discuss the Close – Already Thought About It. Please leave your comments below regarding this close.
Customer: “I am not ready to make a decision Julie, I still need to think about this.”
Salesperson: “I understand that you don’t want to make a decision without thinking it over, however the reality is any decision you make at this point has already been well thought out.”
Customer: “What do you mean?”
Salesperson: “Like most people, you probably spent 10-15 hours researching vehicles on the internet, correct?”
Customer: “Yes.”
Salesperson: “And like most people, you started with a generalization of what you wanted, narrowing it down to this vehicle. The you proceeded to look up pricing information and even reached out to a couple of buying sites to get a quote or two. You probably even used an online payment calculator to figure out what your payments would be. Sound, about right?”
Customer: “Sounds exactly like what I did.”
Salesperson: “Like, I said, that’s what most people do. And the fact is that with all of this information already at your disposal, you have already done all of your thinking and made the decision this is what you wanted, even before you got here. Now you know we are more than competitive, I have committed to you best in class after the sale service. Now let’s get this wrapped up so you can spend your time doing more important things.”
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