Ok, you present the customer with your proposition.
Your customer looks it over, smiles and says:
"this is literally $200.00 more per month
than we told you we could afford."
We don't care though, we just want you to get your sale." "Where do we sign?"
Now when you return to Planet Earth,
from AIN'TNEVERGONNAHAPPENVILLE,
you need to grasp how to maintain your gross,
by using one of the best tools in the toolbox.
The Warranty Close
allows you to take the current pain and worry
that your prospect is actually dealing with,
and turn it into a way to close your deal
without sacrificing your gross.
It will allow you when a customer is attempting to tell you that they "can't afford the payments," a polite and respectful way of showing them, they cannot afford not to do, what you are proposing.
This style of close works EXCEEDINGLY WELL
in Automotive Sales, as well as Home Improvement Sales.
You learn and Master this style of closing,
you will absolutely be LETHAL closing deals.
I use this close all of the time.
I MEAN ALL THE TIME!!!
This closing technique has been around for years,
and there are various ways of how to deliver it.
I am going to share mine with you.
This close; if delivered well, will stop the payment person dead in their tracks and make them look at you differently.
Instead of coming off as
SOME SLIMY COMMISSIONED BREATH salesperson.
This gem of a closing technique,
allows you to actually have the customer
look at the situation logically.
It will provide a wise and sensible reason
for the customer to accept a higher payment.
It changes the game, it makes the customer
want to make the decision to purchase.
This entire dance is orchestrated by the Master Closer.
So would you like to know how to do it?
Ok, here is the scenario:
Joe Master Closer Auto Salesperson
is presenting
Mike and Wendy Customer
with his write up sheet...
Salesperson:
"Mike and Wendy I've got great news for you guys."
"We're going to be able to give you top dollar for your trade."
"Which means that we're going to be able
to get this truck to you guys for $35,313.00."
"That will give you a payment of only $613.00 per month, for only 60 months, with a small down payment of only $1000.00."
"Uh, I almost forgot, would you guys like your payment at the first part of the month, like between the 1st through the 5th,
or would a payment in the middle of the month work better for you, like around the 11th through the 15th?"
"You're kind of in the driver's seat here with this."
"So, what timeframe works better for you guys?"
Customers:
"Joe, did you even listen to what we told you?"
"We emphatically told you that most that we could afford
on a monthly payment was no more than around $430.00 per month." "Joe, you seem like a nice enough guy,
but there is literally no way that we can afford that payment."
"You follow me here?"
Salesperson:
"Guys, I heard every word that you told me." "When we were out driving the truck, you guys told me one of the main concerns that you had was the warranty that comes with the truck."
"You guys said your truck now is out of warranty,
and it has started to kind of nickel and dime you."
"So making sure that you had a warranty that covered
absolutely everything, is vitally important to you, right?"
Customers:
"Yes we did!"
"We love the truck; but $613.00 per month,
that's just way too rich for our blood."
Salesperson:
"Mike and Wendy, let me ask you something." "With your truck being out of warranty right now, if something today were to happen to the truck, it all falls on you, right?"
Customers:
"Yes."
Note: For those of you keeping score:
this is real world stuff.
Get ready, cuz here we go....
Joe Master Closer pulls out his worksheet
and draws a line down the middle of it.
to explain and justify the higher payment.
Left side first (what they currently pay)
Salesperson:
"Guys let me show you something, currently the truck, even though it's in good shape, it being out of warranty could end up costing you big when something happens." "Something will always happen, it is a piece of machinery." "According to AAA the average cost of maintenance for a vehicle that is out of warranty is between $1,600.00 to $2,400.00 per year."
"That's $130.00 to $200.00 per month." "You see that right?"
Customers:
"Yeah."
Salesperson:
"Here is the problem though." "Normally, that repair happens when you can least afford it to." "It's the old Murphy's law thing." "Look, if the CV axles go out, that will cost you nearly
$2000.00 all at once." "Those are the one's that really hurt."
"There goes your Vacation, or worse yet,
MAYBE EVEN CHRISTMAS."
"You still have got to be able to get to work, right?"
Customers:
"Of course we do."
Salesperson:
"The incredible thing here with this model, it comes with a hassle free bumper to bumper warranty that literally covers everything, for the next 4 years." "So if those CV axles were to fail, the water pump goes, or the injection system fails,
IT LITERALLY COSTS YOU NOTHING."
"You guys said your current payment is $430.00
on the truck you have now, right?"
Customers:
"Yes."
Salesperson:
"Ok, let me show you this." "Let's just take your current payment of $430.00, then add the average repair cost of $200.00 that you should be saving for per month." "This actually gives you a total of $630.00 that you guys are spending per month."
"Also, one other thing, this bad boy here consumes about half of what your current truck does in gasoline."
"What do you guys spend on average per week for gas?"
Customers:
"About $100.00 per week."
Salesperson:
"So actually, your monthly cost to own your current truck is
$1,030.00 per month." "You see where I am going here?"
"This is real money out of your pocket each and every month."
Customers:
"I see the numbers."
Salesperson:
"You guys are on a tight budget,
so your monthly expenses
are important, right?"
Customers:
"Yes"
Salesperson:
"So your cash that you spend every month,
is your biggest concern."
"Let me show you all the money
you will save by buying this new truck."
Joe Master closer,
now uses the right side of the page,
to show the reasons to buy the new truck.
Salesperson:
"With the new truck, your payment
will be locked in at $613.00 per month."
"Your bumper to bumper warranty saves you
the $200.00 per month on maintenance costs."
"Those are completely gone."
"Also, this new truck consumes on average half of what your current model does, so that $100.00 you were spending per week is now going to drop to $50.00."
You guys see these numbers?
Customers:
"Yes"
Salesperson:
"Your payment on the car is not your only expense, it's all of the ownership costs added together, that truly reflect what you spend each month, right?"
Customer:
"Yes"
Salesperson:
"Totaling all these numbers up, it adds up to only $813.00 per month." "That's a savings of $217.00 per month."
"Now Mike and Wendy, I'm no accountant,
but that's real money back into your pocket."
"I'm sure you could find a better use of $217.00 per month,
rather than just throwing it away, right?"
Joe Master Closer, immediately throws out his hand
to shake both Mike and Wendy's hand
This is crucial, do not miss this step.
YOU NEED TO TRANSFER THE EMOTION!!
Customers:
"Yeah, we see it."
Salesperson:
"Look guys, it's my job to assist you
in making the best decision."
"I don't only want to sell you this truck,
I want to sell you the next 10 you buy."
"That's why I do this, I love helping people."
"I'm going to get you over to Suzanne in Finance,
this will take only about 20 minutes."
"While you're doing that, I'll get this BEAST over to detail."
"Who are you going to show this to first?"
Customers:
"Well, from here we've got to go and pick up the kids,
there with my mom."
Salesperson:
"Guys, their gonna flip out." "Kids love trucks."
"Could you text me a picture of their reaction?"
Customers:
"Sure"
Salesperson:
"Once again guys, I truly am honored to have taken care of this for you, here are 5 cards." "You know of anyone who needs a car or truck, and wants to be dealt with fairly, please have them reach out to me." "I will take care of them as well."
"Let me introduce you to Suzanne...."
BaBamm Big Time......
That's what a Master Closer does.
Joe did not give up Gross!!!
Joe did not lost his cool!!!
Joe justified the payment!!!
Joe did not just throw away his commission!!!
Look, is this going to take some practice?
Duh!
Will this work 100% of the time, Hell no.
For me it honestly works about 70% to 75%
of the time.
As I have always said, that's a number that
I can live with each and every day of the week
and twice on Sundays.
For now, enough talk, it's time to practice.
Learn this, use it, and close some deals!!!
Da Bear