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What Happens If
This topic is to discuss the Close – What Happens If. Please leave your comments below regarding this close.
Customer: “I just don’t know, Julie.”
Salesperson: “Let’s not make a decision right now Steve. There is no pressure here for you to make a decision. I think we should instead look at what happens if you don’t make a decision. (Write this down one side of the paper) You will still have your old vehicle that doesn’t satisfy your current needs. You will continue to make payments on something that you no longer want. And as you continue to make payment on your car it continues to go down in value. Additionally, your current vehicle is now out or warranty, so you risk something happening forcing you to pay costly repair bills. Would you agree that all of these things will happen when you choose not to do anything?”
Customer: “Yes.”
Salesperson: “Now let’s look at what happens if you were to make the decision to better your situation by purchasing the new ______. (Write this down on the other side of the paper) You will now have a vehicle that fulfills the needs of you and your family. You will now invest your monthly payments in a vehicle that your whole family can enjoy. And with the special financing available you will build equity more quickly. Additionally, this vehicle is under a full factory warranty eliminating the chance of encountering those costly repair bills. You can’t honestly tell me Steve that you would rather land on the left side of the paper than the right. Let’s wrap this up so you and your family can start taking advantage of all of the benefits on the right.”
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