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Re: Take away close
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In many cases the information about lack of, or limited availability, is a lie. |
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Re: Take away close
For most salesmen, once they get the committment from the customer to purchase their product, their sale is closed. In my profession, I use the "take away" close quite differently. On average, after a customer has given me their committment to purchase the vehicle that fits their needs/wants the best, I hear "No" 4 more times before my sale is closed.
Example: Customer agrees that if our numbers match up they will purchase our car. Now, I must make the customer satisfied with the selling price of the vehicle, the monthly payments associated with said car and the term of the loan. Chances are that the customer has picked out a car that costs more than they want to pay with features that appeal to their wants instead of their needs. During negotiations, if we reach a point in which the dealership can not (or will not) sell the vehicle they want at the price they request I will first try to "take away" a feature that they told me that they NEED during the qualifying stage. For most people, they will justify the extra cost of this vehicle because it has something that will make their life too unpleasant to live without. Sale closed. Some customers will still insist that I will not get a sale on a car that doesn't have X feature. At that point I give them that feature back but once again take away another one. This time taking something they want (such as a moonroof or a spoiler). More people are likely to give up something like this because they know they can always get this added on at a later time. Sale closed. Also, I would like to mention that once a "want" feature is taken away, my avg. commission is higher as we switch cars and the negotiation process starts all over in the dealership's mind. I think that the customer feels like "we have been negotiating price for x mins/x hours, so we must be getting the best deal." I think most people don't like negotiating price, they do it because they don't want to feel stupid in front of their friends/family when someone asks, "How much did you pay for that?" and then the friend tells them that he bought it for X. |
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Re: Take away close
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I was under the impression it was used after hearing "no" and as you pack up your briefcase. ie: such as..."OK, well you won't be needing this such and such..." Offering the benefits out on the table during the presentation and then taking them back as you leave. I've never actually tried it (because I can't make it sound natural). Regarding Gary's interpretation, I am in agreement with him. I love the scene on the Simpson's where Homer is watching a commercial on TV and shouts "LIMITED??" and grabs the phone and starts frantically dialing to order his subliminal weight loss tapes. |
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Re: Take away close
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Finding a way to relate the "take Away" to our lives is excellent advice. Thanks! Last edited by MitchM : 09-15-2005 at 07:47 PM. Reason: change words |
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