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Step One Ignore it! Pattern Interrupt

Step One Ignore it! Pattern Interrupt

No problem! I’ll be happy to find out for you.

No problem! I’ll be happy to find out for you.

Step Two PAYMENT - MULTIPLE LEASE TECHNIQUE

Step Two Base Price Range it! The (Model in question) has a base price starting from the _____'s to the low to mid ______'s. Is that the kind of price range you’re looking to stay within? (Yes/No) Then I have to believe we can help you.

Determining the best lease payment is not that cut and dry. Let me explain; in addition to the selection of the actual vehicle, there are so many variables involved, that we prefer to look at all aspects of the equation such as rates, residuals, and lease terms. All of these factors put together make it impossible to determine over the telephone, which lease source and what program would work best for you. What I recommend is that we pick a time that is convenient for you to stop down here, and allow us to structure a lease payment for you several different ways. I’m confident that we’ll be able to select one that works best for you. When would you be normally more available to come in, during the day or evening?

Step Three : Power Phrase : use a max of two

WHEN YOU’RE SHOPPING OVER THE PHONE FOR YOUR BEST PRICE, there’s something I should explain to you first. There are generally two prices that are given out over the phone.. THE FIRST IS KNOWN AS A LOW BALL PRICE just to get you to come in, then when you get down to the dealership there are several reasons why they won’t honor that price. THE SECOND PRICE IS A VERYCONSERVATIVE PRICE . . . Genaerally MSRP, and very much in favor of the dealership. Since you’re shopping around for the best price, I doubt you’ll settle for fair either. LET ME SHARE WITH YOU THIS DEALERSHIPS PHILOSPHY . . .

Getting you a price is the easiest part of my job. I'm confident that when you come in your presence will be your best leverage. The management team here is out to make this month our best month ever. When would you be more available to come in so we can show you just how easy it is to do business with us? What's better for you? Daytimes or Evening? Price is the last thing that will stand in the way of us making a deal with you, ______ will NEVER! EVER allow price, payments, or trade, or credit terms stand in the way of making a deal. I’m confident that this dealership will do everything humanly possible to get you exactly what you want, and at a price that you’ll be totally satisfied with, fair enough? When would you be more available to come in so I can show you just how easy it is to do business here, what’s better for you, during the day or evening? (Continue with the appointment funnel)

When it comes to price Prestige MB will never be undersold. We happen to be one of the largest MB dealership on the East Coast. We got this big by having the largest selection of (Mercedes-Benz) to choose from, and by offering them at the most competitive prices possible. When would you be more available to come in and take advantage of both our selection and savings, what’s better for you, during the day or evening? If I didn’t think I could help you, I wouldn’t ask you to come in. Besides, once you’re here you’ll have all the information in front of you to make an informed decision . . . and that’s what you really want, isn’t it? (go to appointment process) Step Four :Surrender or Comply It’s obvious at this point you’re determined to get numbers. And that’s no problem, I’ll be happy to get them for you. Before I do, let me just ask you a question: Suppose for a moment that we were fortunate enough to have availability on the vehicle that you are interested in. And suppose, too, the numbers that I do get back to you with make a lot of sense . . What can I tell my manager you are prepared to do?...Ok, please expect a call from my manager

According to the rough list, it does appear that we do have an availability of that(model, color, etc) Let me explain what I mean by a rough list. We haveover 20 sales consultants purging from the same inventory every minute of the day, which means our availability is never the same from hour to the next...it changes all the time, and the last thing I would want ito do is misinform you in any way. Tell me, do you need to purchase or lease this vehicle today? So if we had it for you in less than 72 hours, would that be too late? Then I have to believe we can help you..

Value Proposition We are the Number One selling Mercedes-Benz dealership on the East Coast. We have extended service hours from 7am to 11pm Mon thru Thurs, Fri & Sat till 6pm. We have a fleet of over 150 MB loaner cars for you while your vehicle is in for service. We have a management team that is out to make this our best month, so you can be rest assured that NO reasonable offer will be refused.(Continue with the appointment funnel)

Objections  

Objections

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