sales workshop
...___________ _________________ _________________ 3) _________________ _________________ _________________ 4) _________________ _________________ _________________ 5) _________________ _________________ _________________ When to Offer Breakdown: 1) Quotes 2) ALL Amendments:- e.g. C.O.V If you don’t ask then how does the customer know? What the worst that could happen?????????? (It’s not a Dr Pepper AD!!!!!!!) List the worst responses a customer could give you if you offered them breakdown. (Realistic) _____________________________________ _____________________________________ _____________________________________ _____________________________________ _____________________________________ _____________________________________ Are they really that bad? DON’T FEEL EMBARASED! Where to offer breakdown: We can offer breakdown at many stages throughout the call. It is for you to decide where you want to introduce it. Here are some suggestions on where to introduce it. 1) After finding out car details……….”Do you have any breakdown cover?” This is a question asked early on in the quote for you to bear in mind when on the negotiation screen. 2) Adding it on initially and then telling the customer that the quote includes it “……..this quote includes breakdown cover which covers you for……” Think of at least 4 other ways you could introduce breakdown into the call. 1) 2) 3) 4) Objections: This will usually dictate whether you can convince a customer to buy breakdown or not. To start with list the entire objection you can think of in the space below: Example: Too Expensive ...