Word Tracks - Easy Closes Flashcards
What are three easy closes to use every day?
1) Assumptive Close
2) Summary Close
3) Sold Line Close
What is the Assumptive Close?
It is a two step question using a positive statement with an either/or question.
What is the word track for the Assumptive close?
Sounds to me like we found the perfect car!
Do you want to register it in one name or two?
What is the Summary close?
A series of yes’s followed by a closing question.
What is the word track for the Summary close?
Touch hot buttons for yes’s.
- Safety
- Sunroof
- 4wd
- Color
Etc
Once you get yes’s then you go to the Assumptive close.
Sounds to me like we found the perfect car!
Do you want to register it in one name or two?
What is the Sold Lone close?
A positive statement with a sold line hook.
What is the word track for the Sold Line close?
Sounds to me like we found the perfect vehicle, pull it up in the sold line and I will pull both keys to make sure no one drives it.
Do you want to register it in one name or two?
“I can’t afford it”
Maintenance Close
With the customer, get the old note and talk about repairs.
Show that the new note is cheaper than the old note plus repairs.
“This is the first place we’ve been”
Lost Key Close
I understand, and let me ask you a question.
Imagine for a moment that you have lost your car keys, and the first place you look you happen to find them. Are you going to keep looking for your keys because it was the first place you looked? Do you like the vehicle?
Let’s put the shopping behind us and wrap this up.
Do you want to register it in one name or two?
“I want to think about it”
Making the Right Decision Close
Sounds like you want to make a good decision.
Isn’t a good decision buying a great product at a great price from people who will be there to take care of you at all times.
(YES) That’s exactly what we have here! Let’s put this shopping behind us, wrap up the paperwork, and make this dealership your new home.
Do you want to register it in one name or two?
