As I have said before,
I love using this closing phrase.
I love using this closing phrase.
I love using this closing phrase.
It's so nice, I said it Thrice.
I can't keep saying it enough,
I love this freakin' closing technique.
This is an extension of that amazing close,
"That's why I love dealing with people your age,"
completely geared toward the younger person.
When I say younger, I mean between the ages of 18 to 35.
It doesn't matter who you are,
people love to get compliments,
however, what I have seen with this age group,
is that they appreciate it even more.
So run with it.
Look, with technology moving at the speed of light nowadays,
this younger crowd can do things with a cell phone,
that years ago, couldn't be done with a computer that fit in an entire building.
This crowd will research you,
they will leave negative or positive feedback
with just a few clicks on phone,
that can either make your day or utterly ruin it.
The reason that this close works so well on the younger crowd,
is that they expose their entire life online.
Think about it, with the number of "selfies"
taken and shared by younger people,
they seem to be yearning for approval from others.
They literally post everything about their lives online,
Just so others can comment on it.
If you are smart, you can use this to your advantage
to help you close more deals.
The cool thing about this; you take good care of this crowd
and they will be your best advocate.
They will be more than happy
to let all their friends know
just how well they were treated,
and how much they love your product,
if you take good care of them.
So, do you want to know how to do it?
Yeah, I thought as much...
This is the exact same scenario as it was with the older buyer.
Again for this example:
Let's use Joe Master Closer Automotive Salesperson
Customers are:
Mike and Wendy Customer
(this one should be fun)
Note: all of the facts and figures
have been laid out in front of the prospect
Salesperson:
"Mike and Wendy, I've got great news for you...
The payments on the truck are only going to run you
$498.00 per month, for 72 months,
with a small down payment of only $1,000.00."
"All I need, is for you guys to sign right here, and I will get this bad boy over to detailing, while you guys are taking care of the quick paperwork in finance."
Oh, I almost forgot to ask you, would you like for your payments to be either at the first of the month, say between the 1st or 5th." "Or would the middle of the month like the 14th or 15th work better?" "Again, sorry about that, it just slipped my mind."
Mr. and Mrs. Customer:
"Joe, like we told you before, we are really watching our money right now. We told you upfront, we could only afford a payment of $350.00 per month, and not a penny more than that."
"The payment is just way to rich for our blood."
"We just can't do this."
Joe immediately shows Mike and Wendy
what they are spending now, to hold gross.
Salesperson:
"Guys, just so you know I was listening to you,
I want to show you a couple of things."
"Currently you car is out of warranty,
you guys said that this is one of your big concerns, right?"
Mr. and Mrs. Customer:
"Yes"
Salesperson:
"The average amount spent on vehicle maintenance per year for a car that is out of warranty, is upwards of $1,200.00 per year."
"If something currently goes wrong with the car,
it's on you guys, right?"
Mr. and Mrs. Customer:
"Right now it is."
Salesperson:
"This might not be a bill that you spend every month,
however I guarantee you that if those CV axles fail,
that's $1,200.00 in one straight pop."
It's all on you at that point, then you really feel it,
there goes your Vacation or Christmas.
You still have to be able to get to work, right?
Mr. and Mrs. Customer:
"Yes"
Salesperson:
"Guys, that's an average of $100.00 extra per month, however since it isn't planned for, those ones really hurt." "With the bumper to bumper warranty on this model, it's not on you, it's taken care of by the warranty, that's big money saved, right?"
Mr. and Mrs. Customer:
"This covers everything, right?
Salesperson:
"100%."
"Not only that, the savings on the gas alone,
will place even more money back in your pocket."
"You guys said you currently spend about $100.00 a week now on gas." "This model gets almost double the mileage per gallon, that alone is going to save you another $50.00 per week."
"You see where I am going here?"
Mr. and Mrs. Customer:
"Yes"
Salesperson:
Just by adding up those savings; with the payment you requested, you literally are spending the exact amount you currently spend each month. You see that, right?
Mr. and Mrs. Customer:
"Yes"
Wait for it.... here it comes
Salesperson:
"Guys, this is why I love dealing with people your age."
"You analyze things, prior to making a decision."
"What I have found through the years of doing this,
is that the older crowd, I mean guys like me,
with a few more miles." "Sometimes, we just don't get it."
"You guys seem to plan quite a bit more for your future,
more than what I did, when I was your age, I respect that."
"You guys are a young family, you guys have to count each and every penny that leaves your bank account."
"Nowadays; it just has to be done."
"Is this what you do yourself?"
Customer:
"All the time"
Salesperson:
"Look, you guys are young,
and you work damn hard for your money."
"I can see from dealing with you here,
you guys are very smart."
"You understand that you can ill afford,
to just throw good money after bad."
"This is why taking care of this now, with the right car,
is going to save you a ton of money in the long run."
"I am honored to be taking care of this for you guys."
This is crucial...
Joe immediately throws out his hand to shake theirs
and follows up with this.
"Guys, once again, I am honored to be taking care of this
for you and your family."
"Oh, almost forgot again, what day of the month
is going to work the best for you, on your payment."
"The first of the month, or the middle of the month?"
Mr. and Mrs. Customer:
"It's gonna need to be the middle of the month,
the mortgage is due on the first"
Salesperson:
"Got it."
"Now, I'm going to get you guys over to finance to meet with Suzanne, who will take care of paperwork for you."
"While you're doing that, I will get this truck over to detail."
"We will have you guys out of here in about 20 minutes."
"Who are you going to show this bad boy to first?"
Mr. and Mrs. Customer:
"The kids, they are at my mother's house."
"She is watching them for us today."
Salesperson:
"Mike and Wendy, do me a favor,
take a picture of their reaction, and text it to me."
"I love to see kids reactions."
"Once again, this has been my honor taking care of this for you."
BaBamm, Big Time!!
Once again,
that's the way a true Master Closer
handles this!!!"
Look, is this going to work 100% of the time.
ABSOULTELY NOT. I have said that previously.
However, it works for me about 70% of the time,
with people who are younger.
You need to practice this, until you nail it.
If you don't, it will sound rehearsed and disingenuous.
COMPLIMENT,
COMPLIMENT,
COMPLIMENT: are you seeing a pattern?
If you master compliment style closing, your commission checks will continue to grow daily. They have worked for years and will continue to work if someone is willing to take the time to Master the delivery.
Once again, Everyone loves to get compliments,
So use it to your advantage!!!!
As I said before, master this approach,
your commission check will be grateful you did .
Now get to work, and close some deals!!!
Da Bear