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Buyer's Backing Out
This topic is to discuss the Close – Buyer’s Backing Out. Please leave your comments below regarding this close.
Customer: “Julie, this is moving too fast. I need to take some time to decide if this is the right decision for me.”
Salesperson: “That’s not a problem Steve. Let’s take a step backwards, you don’t have to make a buying decision right now. So, how does that feel?”
Customer: “Feels better.”
Salesperson: “I am sure it does. I have felt that same, way. I know exactly what I want, but when it comes down to pulling the trigger and buying it, I get nervous or even scared that I am making a mistake. Let me ask you this, do you really believe this vehicle satisfies all your needs?”
Customer: “Yes it does.”
Salesperson: “I believe that is does as well. Do you believe the ______ is affordable for you?”
Customer: “Yes, I can afford it.”
Salesperson: “That’s great, not everyone is so fortunate. So, the only question you have left to ask yourself is, do you deserve to reward yourself?”
Customer: “Of course, I do.”
Salesperson: “Then it seems to me Steve that you have already made the right decision. Let’s wrap this up.”
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