SUBJECT: Closing with Finance

DATE:
STMs must be able to confidently offer finance as part of the closing process. At this stage
the customer has seen a Sauber and is now going through the closing process.

Script

Salesperson: “Ok, I can see you like the machine it’s just the price that is the issue isn’t it?”

Customer: “It’s a great vacuum; I just don’t want to spend that much today.”

Salesperson: “I understand. $XXXX is a lot of money (don’t say expensive!). Why don’t you do what most
of our customers do, and take advantage of one of our interest free offer? You can take
this machine home without paying anything today, for just $XX per week. The best thing is
you don’t pay any interest and you can get the machine you want today. That way you can
have all the benefits this machine will give you without the stress of making a big purchase
in one hit. How does that sound?”
OBJECTION

Customer: “I don’t do finance.”

Salesperson: “I understand, I like to pay cash too. The great thing with our new offer is it's not like
traditional finance. Basically it’s just like a credit card but you can have up to 24 months
interest free. You can even set up regular payments so you know it’s paid off in time and
you won’t pay any interest.

Customer: “That does sound good, but I just want to get something I can buy today.”

Salesperson: “Ok I understand. You like the machine, but you don’t want to spend that much on a
vacuum today. If I could do you a better deal, you would be interested wouldn’t you?

Proceed to the Value add close, and try to come back to finance once you have offered your giveaway.

Finance is vital to being successful in sales. Very few customers

walk in our doors with the ability to spend $XXXX. If we are going
to maximise our potential, we not only need to convince them
that a powerhead is the right product to solve their needs, we
need to convince them it is good value and AFFORDABLE to them.

Name of course: Finance