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  • Ben Franklin

    Posted by Joe Caruso on November 19, 2020 at 10:02 am

    This topic is to discuss the Close – Ben Franklin. Please leave your comments below regarding this close.

    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.”

    Practice Script Download

    Audio Script Download

    Joe Caruso replied 1 year, 10 months ago 1 Member · 0 Replies
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