When Do We Ask
What must we earn before asking for the sale?
The right to ask
“What is the monthly payment you want to make?” is an example of what?
A buying question
Give an example of overcoming and objection
"We would be able to roll in the negative equity into the loan if that works for you?"
(Any Example)
“Do you want to move forward with the next steps?” is an example of which ask?
Straight forward ask
How many ways do we ask for the sale?
3
What two things help us earn the right to ask?
Answering buying questions or overcoming objections
“Do these numbers work for you?” helps confirm what?
Customer readiness
How would you address a Payment/Equity objection
“We can roll over negative equity into the new loan”
What phrase connects urgency to the ask?
“Lets reserve this while it is still available…”
Give an example of a Direct ask
“Do you want to place your order now?”
What kind of questions move the customer closer to a decision?
Buying questions
Which buying question confirms timing?
“What timeframe do you expect to have your new Tesla?”
What objection does “This one will be available in one week” address?
Timing / availability
Why is timing critical when asking for the sale?
Because you can lose momentum
Which ask leads the customer until they stop you?
Assumptive ask
True or False: We should wait until the very end of the call to ask.
False
What buying question confirms trade flexibility?
“Would you be willing to sell your car via a 3rd party and still get your Tesla?”
True or False: Once you overcome an objection, you should wait for the customer's response.
False
What is the risk of not asking after resolving concerns?
Losing momentum
When is the assumptive ask most commonly used?
When the customer is on the website
What must happen immediately after we answer a question or overcome an objection?
We must ask for the sale
Why are buying questions powerful?
They confirm the customer's interest
After overcoming an objection, what must you immediately do?
Ask for the sale
What is the main goal of following up with the ask?
Move the customer forward.
True or False: Using the Straight Forward ask, opens discussion for more objections/questions or the next steps.
True