Must Haves Breakdown
This topic is to discuss the Close – Must Haves Breakdown. Please leave your comments below regarding this close.
Customer: “Julie, I just don’t think that I can afford this vehicle.”
Salesperson: “Steve, the _____ is actually more than affordable. It is the extras that are so important to you that are effecting the price and payments. Let me show you how it all breakdown. (Write this out) The Navigation System that you said is an absolute must is $2000 or $44 per month. The All-Wheel Drive that you said you had to have is $3000 or $66 per month. The Entertainment Package that you need for the kids is $2500 or $55 per month. It’s these extras that are causing the payment to be a little higher than what you want. If you remove any one of them, you will be right where you want to be. Which one did you want to remove?”
Customer: “I don’t want to remove any of them.”
Salesperson: “I don’t believe you should have to compromise either. So, I suggest you go with the slightly higher payment and get everything you and your family deserve. Let’s wrap this up so you all can start enjoying these extras.”
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