Spend
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Pillar Three (3) of the customer's decision: Spend. Why is it worth it to spend the money on THIS rather than on something else. What does the customer hope to gain by spending on this, and what do they fear losing out on by spending the money on something else?
Reflection and Discussion:
What are some things a customer might hope to gain by purchasing a new car?
What are some things they might lose out on?
Because the majority of customers operate on a budget of some kind, and knowing that 80% of customers make their budget decision based on payment, the spend is often the final variable that needs to click into place before a prospect will finalize the deal. We'll cover how to work through this in FC135 and FC136.
Reflection and Discussion:
What are some things a customer might hope to gain by purchasing a new car?
What are some things they might lose out on?
Because the majority of customers operate on a budget of some kind, and knowing that 80% of customers make their budget decision based on payment, the spend is often the final variable that needs to click into place before a prospect will finalize the deal. We'll cover how to work through this in FC135 and FC136.