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Four Reasons
This topic is to discuss the Close – Feel, Felt, Found & Share. Please leave your comments below regarding this close.
Customer: “Julie, I am just not ready to make a decision.”
Salesperson: “There is typically only four reasons why a person can’t make a decision, Steve. One, they don’t fully understand how the vehicle is going to better their current situation. Two, I have not established enough credibility in our dealership. Three, I have not built enough value in my services. Or four, they simply can’t afford the product. Which is it for you for you?”
Customer: “I just am not sure if this is the vehicle for me.”
Salesperson: “Let me ask you this Steve, didn’t you tell me earlier that the most important things to you is that you get a bigger vehicle than your current one, you need four doors, and you still need to get good fuel economy?”
Customer: “Yes, all of that is very important to me.”
Salesperson: “Then this vehicle is perfect for you Steve. It has more interior room and storage space than your current vehicle, it has the four doors that you need and best of all it gets 5 more miles per gallon than your car. So not only will this vehicle satisfy your needs it will save you money while you do it. I am sure that makes sense to you, so let’s wrap this up!”
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