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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 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: “Well than it appears to me Steve, that all of these positives greatly outweigh the small additional monthly out lay. Wouldn’t you agree?”
Customer: “Yeah, that makes sense.”
Salesperson: “Good, then let’s get this done and over with, so you can start enjoying all of this.”
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