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Tips from the Pros:

How do you answer, “How much do I have to pay today?” You will hear this a lot in your
career with RAC. It is the moment of truth where the customer is testing your mettle. If
had brought in $100, $200, even
you tell them it is only their first week, you’ll probably get it. But what if the customer
$300 or more for an initial payment,
also referred to as Cash On Delivery
(COD)? You would totally miss out. A
good rule of thumb: start high, then
come back to one week’s worth.

The pro's conversation goes
something like this:

Customer: How much do I have to
pay today? WELCOME & ORIENTATION / TRAINING ROADMAP

Pro: Well, Mrs. Jones, how much do
you want to invest today? Most of
our customers start with their first
month, but you can do whatever
you want—$200, $300? INTRODUCTION TO SALES / GASC METHODOLOGY / CLOSE

Customer: All I have is $80.

Pro (looking thoughtful): We can
make it work!

WOW! Consider what just
happened: the customer feels they
are getting a great deal, and you just

scored an $80 initial payment! It’s a win-win situation.

Sound too good to be true? Try it! You will be surprised how often this works! Don’t
miss out on a big COD simply because you didn’t ask for it. If all the customer has
is their first week, THAT’S OK, but if they brought in more money, don’t risk missing
company! Remember our mission statement!
out on it. It's important that we find a solution that's good for the customer and the

Practice What You've Learned
Try implementing the technique you just learned.
How much COD do you think you can get on the next sale? $

How did it work for you? (How was it effective?)

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