Time (Need To Think, Going To Wait, Rash)

Question 1

Clarify Problem

Answer 1

There are usually 3 reasons why someone can’t make a decision after picking out a vehicle, may I share those reasons with you?

1st; They don’t quite understand how the product works and how it can benefit them.

2nd: I might have not built enough creditability in myself and my company.
3rd: The figures are not agreeable.
- Do you fall under any of those 3 categories? If there is anything I can do to earn your business here today as I know your time is very valuable, please let me know.

Question 2

Credit Opportunity

Answer 2

Take advantage of this opportunity to establish/re-establish your credit by making on-time payments. It is so great that Nissan works with over a dozen banks so that we can guarantee you the best financial situation so that the next time you come back here, you will be in a much much better position and possibly with some equity.
Your payments are reported to all 3 major credit card bureaus and after having a history of on-time payments, you’ll have much more financial freedom to do things like: purchase a newer/new car, finance @ lower rate, obtain a major credit card & even purchase a home.

Question 3

Better Position

Answer 3

I have never seen anyone in a better position to do this now than you. You agree that the product is right, it is affordable, and the best financing situation is in place, what is there not to agree on?

Question 4

Keep It Simple

Answer 4

Do you need the car? Do you want the car? Is it affordable to you? And is this something you’re going to do sooner or later?
This isn’t a world changing decision and in no way can negatively impact you, lets keep it simple and get it over with now so that you can start enjoying the benefits.

Question 5

Work With Me / Figures Not Agreeable

Answer 5

Okay, I understand that these figures do not work for you. Allow me to work it out with you so that it is agreeable.

Would you work with me on the amount difference so that it is agreeable to you?

Okay, allow me to work it where you only pay for a portion of the vehicle and let us pay the rest.

Question 6

Ways to Reduce Difference

Answer 6

There are a number of ways we can try to reduce the difference so that the figures and terms are agreeable.

1. We can remove some options/additions to your car
2. We can have your trade looked at again to see if we can pay a little extra.
3. We can use some cash down which is best to control the difference & to lower your monthly investment
4. We can consider a combination of those things. What would you like to do? You’re the boss.

Question 7

Appreciate Your Offer

Answer 7

I appreciate your offer, may I just ask what you’re comparing our product to or what you’re using as a reference guide? I just want some leverage for when I go back to the desk to see if we can work the numbers a little more for you.

Question 8

More Than Fair

Answer 8

I am surprised you say that, I feel like we have been more than fair with both the value of your current situation and the price we are offering you for this brand new 2015 Murano. with sunroof & navigation.

Where do you feel we have been unfair? Would you work with me on the amount difference so that it is agreeable to you?

Question 9

Manager Agree to Selling Car At $____

Answer 9

If I can get my manager to agree to selling the car at $___ price, would you agree to close this deal now?
- Okay, I would just like to get a credit card to show him you’re serious about your offer, we will not charge it.

Question 10

Reduce Payment by $____

Answer 10

If I could reduce the payment by $10 a month, would that help you out so that you don’t have to think about it?

Question 11

Sell Trade Privately

Answer 11

Are you in a position to sell your trade yourself? If so, you could expect the difference to be reduced. Would that be worth the time and the energy and the worry that goes with selling a car independently?
- Let’s just get this done now so you don’t have to waste another minute over worry about purchasing a car.

Question 12

Ben Franklin Close

Answer 12

I understand how hard it is to make a decision so lets just put it aside for a moment. It is said that Benjamin Franklin, one of our founding fathers, when faced with a big decision, he would write down the + and - of the decision so he could get a true evaluation.
- So what are the positives about this purchase?
Saves money, fuel efficient, low cost to maintain, expands business, needs it, etc

Question 13

Re-Present Car

Answer 13

Come see, follow me. I want to show you how close we are to making the most wisest and most enjoyable investment in your life.

Question 14

Won’t Quit

Answer 14

I am not going to quit on you. You are either going to buy from me or I will call you everyday until you do this.

Question 15

Additional Value Incentive

Answer 15

While I have done everything I can for you on the money, I am willing to offer to give you an additional service beyond what normally commit to like annual free service checks, personal visits for instructions from the staff, and a call weekly to make sure you’re getting what you need from your new investments.
- Suppose we could provide you with some additional value at reduced cost to you, would that be something you can agree to?

Question 16

Buyer’s Remorse

Answer 16

Let’s put off the decition making for a bit and look at the logcal side of this. I always go through the same thing you guys are. I know what product I want and when it comes time to making the final decion, I am hesitant and scared of doing the wrong thing.
Let me ask you this..
Do you really believe this product satisfies you?
Is the product affordable?
Big question: Are you going to reward yourself for all the hard work you’ve been doing?

Question 17

Apology Close

Answer 17

I really need to apologize to you for not being able to come to terms with you. May I just ask you a very serious question?
- Was it something I did or something I failed to do?
There has to be something because you agree the product is right, it serves your needs, solves your problems, and is affordable. It must be something I have done to offend you. Please let me know.

Question 18

Have Done Everything

Answer 18

I have done everything in my ability for you. I have helped you find the exact product you were looking for, we have met your exact specifications, I have done everything possible to get you the terms you wanted and I will continue to do everything for you in the way of service.
Is there something I’m missing?
Did I do or say something wrong?

Question 19

Last Offer (Now or Never)
- Manager is out of town, he will not approve.

Answer 19

I understand you guys were looking to be at $___ but we would really like to earn your business here today while we still can. We are willing to do something we don’t do for anyone else. This is the offer I am making you for right this moment in time. We have an incentive from Nissan, available to us right now and I am able to offer it to you but it expires once you leave. It is not or never as I am not able to make this available tonight or even later today.

Question 20

Personal Favor

- Do it for me!

Answer 20

While ultimately it is your decision, I would just ask you to just consider one thing.. We’ve spent all this time together and I’ve word my hardest to try to earn your business and I would hope I treated you correctly as your salesperson. I don’t get paid unless I sell a car and it would certainly be a personal favor but I could really use the help right now and it would be greatly appreciated by my family and I. I am asking you to do this now, it will make all the difference to me.`

Question 21

Be-Back / Future Date

Answer 21

I appreciate your need to think so here is what I can do, I can hold this discount for you if you put a good-faith deposit down that is fully refundable and I can hold the car for you and you can let me know within 24 hours if it works for you.

Since I am unable to get you to do this today, can I at least get a commitment and agreement from you that you will do this with me some time in the future?