Close Library – 3 or 4 Days to Think
Script Break It Down Customer Objection Overcome & Assure Close Similar Closes
Script Break It Down Customer Objection Overcome & Assure Close Similar Closes
Script Break It Down Customer Objection Overcome & Assure Close Similar Closes
Script Break It Down Customer Objection Overcome & Assure Close Similar Closes
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Your goal here is to give the customer options that will narrow the customer down to a decision.
This helps the customer feel more comfortable because you have let them know that others have felt the same way they do. It is designed to narrow the options of what is stopping the customer from making a decision and force them to tell you what it is so that you can overcome it.
The above example the customer's concern was the vehicle. Let's look at if they chose one of the other options:
Dealership: If the customer says, "I just have not heard good things about your dealership." This is a perfect time to use your evidence manual to present third party evidence to the contrary. And/or get a manager involved to satisfy the customers concern.
Salesperson: If the customer says, "I just don't know if you are still going to be there after the sale." This is also a perfect time to present your evidence manual showing customer reviews about your after sale service.
Money: If the customer says, "The car is just too much money." You will first want to clarify if they truly can't afford it or if they have the money and don't want to spend it. "Steve, I understand you fell this is too much money. Is it more a case that you don't have the money or is it that you have the money and just don't want to spend it?" If they truly can't afford it, go back to the Customer Profile and determine a vehicle that can better their current situation. If they have the money but don't want to spend it, then you have not built the right amount of value to get them to. "Let me ask you this Steve, didn't you tell me that your current vehicle is costing you too much in both gas and maintenance? When you factor in those additional expenses the new vehicle is actually costing you less than what you are currently spending."
This reminds the customer about the problem that they need to solve and confirms what they need to solve it.
The customer should have no choice other than to agree with you here. You loaded the question with information you already knew. Now this customer is focusing on how this vehicle will solve their problems instead of how much it will cost.
This creates a mental picture of all of the areas this vehicle improves their current situation and offers additional benefits. Then adds assurance to the customer and removes the doubt of whether they are making the right decision.
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