Comparison to Current
This topic is to discuss the Close – Comparison to Current Breakdown. Please leave your comments below regarding this close.
Customer: “Julie $580 is way too high!”
Salesperson: “The reality Steve, is right now you are paying $400 a month for your current vehicle, and we are asking you to move up to $580, that’s a $180 difference, right?”
Customer: “That’s correct.”
Salesperson: “So what we are really talking about is not the $580 payment, we are talking about the $180 difference because you already have the $400 payment, on something that no longer satisfies your wants and needs. So, let’s break this down logically and determine what exactly you are getting for that $180. (Write this down) You will get a bigger vehicle that will fit your growing family and lifestyle. You will get the full factory warranty eliminating repair costs, that I am sure are going to start adding up on your current car. You will also get the peace of mind that comes with all safety advancements in your new _____. I know you and your family will appreciate those. I am sure you agree compared to what you have now, all of the extras and peace of mind that you get are worth a whole lot more than the $180.”
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