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Money Same (Your Product)
This topic is to discuss the Close – Money Same (Your Product). Please leave your comments below regarding this close.
Customer: “To be honest Julie, I am not sure if I want to buy your ______ or the other model I am looking at.”
Salesperson: “I hear you Steve, let’s suppose the money was the same, which vehicle would you rather own, theirs or mine?”
Customer: “I would prefer your car.”
Salesperson: “Glad to hear that, and why is that?”
Customer: “The size fits my lifestyle better.”
Salesperson: “Why else would you prefer our car?”
Customer: “Your car has more of the safety features my wife is looking for.”
Salesperson: “And why else?”
Customer: “My kids are really going to like the entertainment system.”
Salesperson: “Why else?”
Customer: “I think that’s about it.”
Salesperson: “I believe you have just justified the $30 difference per month. You get the vehicle that fits your lifestyle better, all the safety features your wife is looking for, and your kids are going to love the entertainment system. Isn’t all of that worth the $30 a month?”
Customer: “Yeah, you’re 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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