How do you turn long distance clients into showroom appointments?

Sometimes, they can be very insistent that they only want to know the best price you can offer them, especially if they live some distance from your showroom.

“Well, sir, I take it you don’t want to waste your time or your money? I don’t blame you! I’m so confident I can get the money right, that if I can’t then I’m more than willing to pay for the fuel to get you back home. I can’t be fairer than that now, can I?”

I learned this technique in Townsville, Australia. We used it with customers who lived up to 12 hours away. Nobody is going to drive 12 hours to look at a car and then leave without buying it. So if you are thinking it’s going to cost a fortune in fuel, think again. It’s all about making customers feel confident.


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