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- The approach
- Is this Smith's Car Dealership?
- Yes it is! We sell cars but we also have other motor vehicles here as well.
- Good afternoon sir, how can I help you?
- Determine Needs and Wants
- I'm looking for a sustainable car that can withstand all road conditions.
- Hm... okay...
- We've got you covered. Our red and silver cars would be perfect.
- What are you interested in today?
- Feature Benefit Presentation
- That would be perfect for the upcoming winter season but...
- They both have thick tires that can withstand any kind of road surface. They also have an internal thermometer that allows you to set your car to a precise temperature.
- Handle Customer Obhections
- I'm not sure if I can either of these cars. Those features sound expensive and I'm not sure I can buy it.
- I understand. I would like to let you know that we actually have a sale for our red model that brings our price down to $75,000 for just this hour only. This car will last you a long time and through any time of the year because of our unique tires
- That sounds perfect. I will buy that red car now then.
- Closing the Sale
- Alright sounds good. I can get that sorted out for you right now.
- Suggestion Selling
- Yes.
- Would you be interested in buying our 5 year warranty as well?
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