Phone Closes Flashcards
I need to check with my spouse.
“If you did check do you think he/she would say no?” a) Answer: He/she won’t - “Great does early in the day work for you or later in the day? 10am or 2pm?”
b) Answer: We won’t buy - “Would he/she say no to the vehicle or the money?” *If vehicle-“What do you suggest?” *If money- “What about the money– the down payment, the monthly payment or the price?” Flush out the objection, overcome it, set the appointment.
We need to think about it:
“Great! Do you think 2-3 days would be long enough, or is 2-3 weeks better? (Buyer will probably say 2-3 days is plenty.) The truth is, no matter how long you take, you will be faced with the same three questions. May I share them with you?
1) is this the vehicle you want? 2) Can you afford this vehicle? 3) Are we the kind of people you would want to do business with? If yes to all, can you come back to the dealership at 11am or does 1pm work better?
We want to think about it more:
“Great, most people want to take time to think about their decision before making it. Let me ask you, on a scale from 1 to 10, 10 being you are absolutely certain and ready to go, and one being you wouldn’t take it no matter what, where would you stand at this time?”
Get an answer. Then ask, “What would make it a 10?”
Unavailable party clues:
“Does your spouse approve of your present situation and the cost of it?
If nothing changes except for the fact that your situation is improved, certainly he/she (or the board) would support you improving your situation. What time can you come back to the dealership? 10am or 11am?
It’s a lot of money:
“I know it’s a big investment, and you should congratulate yourself for being able to make an investment of this magnitude.
Not everyone can even consider doing something like this. Will 1pm work or is 2pm better to come back and finish everything up?
Quality Close
I know it’s more money than you considered and I would expect that is the same thing that happens to you when you buy other products too….(finish it up)
It’s obvious that you are a person who exemplifies quality: buys quality goods, lives in quality, drives quality and knows that quality products cost more than other products. Can you come back to the dealership at 1 or 2 so that you can start enjoying it?
Scarcity Close
As you are aware, there is a limited availability of this specific product, …
a huge demand, and I want to be certain that we are able to get you what you want, so can you come to the dealership at 1 or would 2 be better?
Price is the best reason to own it.
The price is the number one reason for owning it…
That is supported by every trade magazine written and by the fact that the average number of days of inventory is less than 30 days says a lot. Can you come to the dealership at 1 or 2?
Down Payment Close
When you say too much money down does that mean….
the funds are not available or that you’re not comfortable with using that amount to reduce the balance?
Rash Decision Close
I agree and saying yes right now could never be considered a rash/snap decision. You have needed this product for years now……
At this point, it is not only not a rash decision but absolutely the most reasonable, logical and frankly the only thing you can do. Are you available at 1 or 2 to come back to the dealership and finish up?
Move to Another Product
Would you consider looking at a _____ with low miles, full written warranty….
and would reduce the difference by 500 - 1000, maybe as much as 1200? We have a 2 o’clock and 3 o’clock available, which works best for you?
