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  • Decision has Already Been Made

    Posted by Joe Caruso on November 20, 2020 at 9:31 am

    This topic is to discuss the Close – Decision Has Already Been Made. Please leave your comments below regarding this close.

    Customer: “Looks good Julie, I am going to need some time to think about it.”

    Salesperson: “I can understand that you need some time to think about this Steve. I would do the same thing if I were in your shoes. The reality is that there are only three reason you would not make a decision right now. May I share them with you?”

    Customer: “Sure.”

    Salesperson: “One, you are not confident that this is the best product for you and your family. Two, the pricing or financing terms don’t work for you. And three, you are not confident in my company and myself. So, Steve, which is it for you?”

    Customer: “I am good with all of it.”

    Salesperson: “Then Steve, what else could you possibly need to think about? You have decided this is the right product for you and your family, you have decided that the money is right, and you have decided that our dealership and I are the people you want to do business with. So, it seems like you have actually already made the right decision. Don’t you agree Steve?”

    Customer: “I guess you’re right.”

    Salesperson: “I thought that was the case. I will get your paperwork started and your new ______ ready for immediate delivery.”

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