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Money and Product the Same – Your Dealership
This topic is to discuss the Close – Money & Product Same (Your Dealership). Please leave your comments below regarding this close.
Customer: “Julie, the dealer down the street is less expensive than you are.”
Salesperson: “I hear you Steve, we already know the product is the same and let’s supposed the money is the same, who would you rather buy from, the other dealership or from us?”
Customer: “I would prefer to buy from you.”
Salesperson: “Glad to hear that, and why is that?” (write these down)
Customer: “You are closer to my house.”
Salesperson: “Why else would you prefer to buy from us?”
Customer: “You offer loaner vehicles when I bring my vehicle in for service.”
Salesperson: “And why else?”
Customer: “My first two services are free here.”
Salesperson: “Why else?”
Customer: “I think that’s about it.”
Salesperson: “That is all great to hear. Knowing that you are purchasing from the most convenient dealership location to your house, you get a loaner vehicle any time you bring the vehicle in for service, and the first of the two services are free. I think you have already justified why we are a little bit more expensive. Wouldn’t you agree?”
Customer: “Yeah, your right.”
Salesperson: “Excellent, I will get the paperwork started and your vehicle ready for delivery so you and your family can start taking advantage of these benefits.”
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