Script Break It Down Customer Objection Overcome & Assure Close Similar Closes
You are deep in negotiations with your customer Steve and he is still telling you that the payments are too high.
Right now the customer is getting frustrated because because they payments are higher than expected and they don't understand why they are being asked to pay this much.
Your goal is to take the customer to the vehicle and show them the value and why the vehicle is worth the payment you are asking.
“Look Steve, we are only $44 per month away from a deal. I need to show you everything that you are getting for that $44.”
The solution works because it reduces the money down to the payment difference. Then assumes the customer will follow you back to the vehicle. Taking the customer out to the vehicle is more powerful in creating metal pictures of ownership and solving their current problems. The goal of this close is to get the customer out to the vehicle, not close the sale. Once you are outside at the vehicle you have to build enough value in the things that are most important to the customer to then overcome the payment difference.
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