How do you turn long distance clients into showroom appointments?

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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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