Keep it short / Objective
4 points to hook
4 points to close
-Energy and Interactivity
Sharpen your punch lines and setups constantly
Setup must be compact –inviting and individualized (after aknowledging what vehicle we will offer)
Example
-Latest offer for this vehicle with unlimited mileage taxes included is only: $ 150.25
A punch line must be direct- Affirmative –tempting and articulated:
- Let’s reserve this for you before the rate change.
-Engaging with good tone
-First Impression
-Breaking the balance
Gain control
-Product Knowledge
-Matching Customer needs
-Enforce the sale with immediate assuming.
-Confidence
Use all your resources on a smart way (culture background- appreciating) .
But make sure to be objective and be versed in the topic.
(Example I want to rent a vehicle from California – in San Francisco / ARR: beautiful place for vacations I’ve heard)
Negotiation-Overcoming objections
ABC
(Always Be Closing )
To close a sale or a deal you must start at the beginning of the call.
4 steps to overcome objections
Most Common Nonsense
Statements
-Showing better price
-No deposit
-No credit card required
-No credit check
1.- Adjust times (pickup/dropped off)
-I.E:´´are you flexible with your schedule?''
2.- Adjust Dates
-I.E: we can also find more rates on different dates!´´
3.- Adjust location
-I.E :''i will find a rate for you in a different location´´
4.- Offered 10% discount!
-I.E: ''lets keep your business today with this price''
HOW?
Product-Location-Time
>I dont find quite comfortable this product.
>I will call later
>Is out of my travel budget
>I need a larger vehicle
Immediate Rapport-
Energy-objective- modulated tone
Example (vehicle features-real examples-personalize the sale)
Build trust on the value of a product is a combination of product knowledge and Confidence on the sales pitch.
Shopping disposition
Example (vehicle features-real examples-personalize the sale)
-Disclosed the FTC
-Discussed rates and prices
-Offered a rebuttal *
General location info
-Offered info for vehicle, location or discounts
-Customer request details on the rental requirements.
-Customer request details on the added benefits or accounts.
123 -Technique
Summarize in sets of three items. We will give you this, that and the other.
This may be features of the product, benefits or add-on sweetener items.
There are two ways to do this: they may either be closely related (to reinforce a single point) or may be quite separate (to gain greater coverage).
Most customers want products that are free, perfect and available now. This is the classic business measurement trilogy of cost, quality and time.
Examples
How it works
The 1-2-3 Close works through the principle of triples, a curious pattern where three things given together act as a coherent set of three hammer-blows that give a compelling message.
See also
Negative Technique
How it works
This can be a very negative method, in that it is based on threats and fear, although the threat may be cloaked in a veil of friendship.
Examples
The ultimatum, when it comes from somewhere else, may indeed be real, in that you and they have no control over whether it happens or not.
It would seem that this kind of close is not a good idea, yet it is surprisingly common, especially in one-off selling.
Empathize with them. Feel what they feel. Walk a mile in their shoes. Understand their situation completely.
Then, when they are empathizing back, you decide like they would decide.
You can even talk about yourself, using 'I' instead of 'you'.
Example
Also empathize with the product you are selling and bring this into the equation. Be a match-maker in bringing this great product to a worthy customer