Page 8 - Racetrack Selling
P. 8
UNDER THE HOOD
1. QUOTE the system as discussed.
2. EXPLAIN what each item on the quote
does.
3. ESTABLISH a budget if the customer balks at the price “Was there a price range you were trying to stay in?”
4. BE READY with a lower priced option BEFORE you present the quote.
5. HAVE a plan if the customer’s budget is WAY below the price.
6. ALWAYS pitch Financing or layaway if the customer is still not buying.
7. NEVER give up.
8. TAKE whatever you can get. 9. MAKE a customer, NOT a sale.
