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Cardone U > Fact Finding > Flashcards

Fact Finding Flashcards

1
Q

you must ask quality questions and get

A

the answers

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2
Q

know ____ they want, ___ they want it and ___ you can get them to make sense of purchasing your product

A

what; why; how

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3
Q

Quality questions

A

why that product?
why now?
why did you choose to come in today?
what do you like about what you have now?
what would you change about what you have now?
what are you trying to accomplish with your new purchase?

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4
Q

Customer: “I don’t have time”

A

Me: I understand! How much time do you have?
Customer: 10 minutes
Me: Great! In the next 10 min I’ll get you price, payment, down payment and all the information you need.
Customer: but can you really do all that in the next 10 min?
me: No problem!

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5
Q

why does anyone buy anything?

A

because they love it and/or they are trying to solve a problem

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6
Q

Know the what, why and how:

A

what product to present, why that product, and how do i present it to them to make sense of closing the deal

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7
Q

questions about their current situation/last purchase

A

what do you have now?
why did you decide on that product?
what do you like about that product?
what would you change about that product?

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8
Q

go back to their last buying experience to collect

A

data

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9
Q

questions about their next purchase

A

what do you have to have in your next purchase?
what would you like to have if it was affordable?
what do you have now that you’d like to have in your next purchase?
what would you like to have in your next purchase or what is missing from your current experience?
if your new purchase could do one thing that your old one doesn’t do what would it be?

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10
Q

questions about the trade

A 
can i get you figures on your car?
can I offer you a free appraisal?
did you buy this new or used?
(if he bought used and is looking at new ask why. get data)
what price was a car like this when you bought it last?
when is your next payment due?
how much?
how did you get your payments so low?
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11
Q

questions to identify what they want 1-5

A
  1. bigger or smaller than what you have now?
  2. two door or four door?
  3. 2WD or 4WD?
  4. Sedan, wagon or truck?
  5. auto or manual?
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12
Q

questions to identify what they want 6-10

A
  1. what will you be using this vehicle for?
  2. will most of your driving be done city or highway?
  3. how many miles do you drive per year?
  4. who would the primary driver be? who is the secondary driver?
  5. will that person be involved in the selection of the vehicle?
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13
Q

questions to identify what they want 11-15

A
  1. what equipment do you have to have?
  2. what equipment would you like to have if it was affordable?
  3. what do you want your new vehicle to do for you that your old one doesn’t do?
  4. what benefit do you hope to get from your new veh?
  5. why do you have an interest.
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14
Q

questions to identify what they want 16-18

A
  1. have you ever owned a veh like this before?
  2. what is the single most important thing you want in your next vehicle? why is that important to you?
  3. what’s the second most important thing to you in your next vehicle?
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15
Q

trade questions 1-5

A
  1. what are you driving now?
  2. what year/make/model?
  3. can i get you figures on that vehicle?
  4. (if he says no) no problem. can i show you figures both ways in case you change your mind?
  5. nice car! when is your next payment do on it?
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16
Q

trade questions 6-10

A
  1. how much is that payment?
  2. wow, how did you get the payments so low?
  3. (if they don’t have payments) when you had payments, what were they?
  4. did you buy it new or used?
  5. how long have you owned the vehicle?
17
Q

trade questions 11-15

A
  1. do you remember the price of that vehicle when you bought i? can you estimate?
  2. would you buy that same vehicle again? why is that?
  3. what do you like most about your present vehicle?
  4. what do you like least about your present veh?
  5. do you feel the veh has been worth what you are paying?
18
Q

trade questions 16-17

A
  1. is there any warranty left on the veh?

17. what have you done to enhance the value of the veh?

Cardone U (7 decks)

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