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.