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Payoff vs Value
This topic is to discuss the Close – Payoff vs Value. Please leave your comments below regarding this close.
Customer: “That’s not enough for my car Julie, I owe way more than that on it.”
Salesperson: “Steve, I understand that you owe more than that, however, your payoff has nothing to with your present vehicles value. Imagine that you owed zero on your car, would you want zero?”
Customer: “Of course not!”
Salesperson: “Exactly, your car is worth what it is worth. The good news is that your vehicle will never be worth more than it is today and any remaining balance you can either pay off in cash or you can take advantage of the special financing option we have available for that as well. Which would you prefer?”
Customer: “Let’s go with the special financing option.”
Salesperson: “Excellent choice Steve, that’s the same one I would have made. I will get all of the paperwork ready so you can enjoy your new ______.”
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