CLOSING
Company Name: LG Electronics________
Product Name: Internet refrigerator (IR)
| Closing Clue (Prospect) | Closing Method |
| Closing Statement |
| |
|
|
|
| (Salesperson) |
| |
| What kind of financing do you | Multiple option | “Currently we have several options |
| ||
| offer? |
| available: We have a seasonal |
| ||
|
|
| event that allows you to make no |
| ||
|
|
| payments until 8 months from now |
| ||
|
|
| and the APR is 18% from that |
| ||
|
|
| point. We also have our balloon |
| ||
|
|
| payment plan which allows you to |
| ||
|
|
| have a small payment in the |
| ||
|
|
| beginning and a larger payment |
| ||
|
|
| towards the end. The APR works |
| ||
|
|
| out to be about |
| ||
|
|
| have our traditional financing which |
| ||
|
|
| is set at 10% over 3 years.” |
| ||
| I would like this unit installed | Direct | “That sounds great. I will check |
| ||
| in my house ASAP. |
| with my delivery manager and let |
| ||
|
|
| you know what the first available |
| ||
|
|
| date will be.” |
|
| |
|
|
|
|
| ||
| I would like you to send the bill | Direct | “Yes, Mrs. Winston. Would you like |
| ||
| to my contractor and make |
| for me to inform you when I receive |
| ||
| arrangements for the |
| the applicable date?” |
|
| |
| installation to take place when |
|
|
|
|
|
| the time is appropriate. |
|
|
|
|
|
|
|
|
|
| ||
| I would like to have this unit | Assumption | “Well, Mr. Horticulture, throughout |
| ||
| but I am not sure the price is |
| our discussions and all through the |
| ||
| justified. |
| demonstration you commented on |
| ||
|
|
| the ease of use and practicality of |
| ||
|
|
| the unit. The price includes the |
| ||
|
|
| convenience of an |
| ||
|
|
| the future technology of tomorrow |
| ||
|
|
| literally here and now, today, in this |
| ||
|
|
| unit and the reliability and backing |
| ||
|
|
| of our company. But even more so, |
| ||
|
|
| the integration of this product into |
| ||
|
|
| your daily routine can improve |
| ||
|
|
| efficiency and productivity.” |
| ||
|
|
|
|
| ||
| What if I find that I don’t need | Special Concession | “Mrs. Garovnia, we are so sure that |
| ||
| or use these features when I |
| you will love this unit and find |
| ||
| get it home? |
| yourself using its features everyday, |
| ||
|
|
| i | 14 d | i l i d i |
|
19
