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Transitions to Closing (00:00)

Previously I have told you once you’ve completed an objection rebuttal you should close with an either/or question that has to do with title & registration or refreshments… And you should!
However let’s get into the weeds of our 5 Step Objection Handling Process for a moment. Let’s skip ahead to step 4, where you’ve justified your price/payment/trade so the next step is to close. Anytime we move to another step in handling an objection we are switching over to another thought or question. When you make this switch or transition it could bring about an uncomfortable pause in the conversation, which ruins the flow of your close. (02:27)

If you want to a smoother transition into your either/or closing question check out these transitional closing statements to give your closing questions more pop!

#1 I get it, you’re just wanting to make sure you get a good deal am I right? Isn't a good deal getting a car you own a price you can afford, from people and a place that will take care of you after the sale as well?
If yes, Ask Either/Or Question to close! (07:21)

#2 I understand, the payment/price/the car is a little more than you originally were wanting to spend and that’s why you should get…the reason it’s more is because it has all the equipment that you guys need, and because it has everything you want, not only will you guys love owning it but you’ll keep it longer…now that fact that you’ll keep it longer allows you to spread the cost over a longer period of time, making at more affordable in the long run, right?
If yes, Ask Either/Or Question to close! (08:20)

#3 Let me ask you this, you do like the car don’t you? Why don’t we put all this car shopping behind you and get you out of here so you can spend your time enjoying your new truck?
If yes, Ask Either/Or Question to close!

#4 Joe, with the way the Pilot drives and Honda’s outstanding reputation for quality and dependability, your only regret is you didn’t pull the trigger sooner…
Ask Either/Or Question to close! (12:13)

#5 Based on what you’ve told me it really does seem like this is the perfect car for you guys, seriously now, let’s put an end to all shopping aggregation and stress behind you, do you want something hot or cold to drink with we wrap this up? (13:12)

#6 Can you see…. (followed by what you’ve just stated….Can you see how we arrived at the FMV for your car?) (14:23)

If yes, Ask Either/Or Question to close!





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