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Working Numbers On Two Cars

    What usually happens when you work numbers on two
    different cars with the same buyer?

    Your buyer usually “has to think about it“.

    Why is that?

    It is usually because your buyer is not committed to either car.
    It is because you did not secure a today commitment
    during your 4 step Trial Close.

    During Sale Two, Sell the Car, compare both cars. Comparing
    the cars side-by-side gets your buyer to make a choice and a commitment.

    You need to do this before presenting numbers during Sale Three, Sell the Deal.