Cash-Only Traditionalist

Likes

Cash discount, no financing pressure

Dislikes

Credit push, hidden fees

Recommended sales approaches

• The BAB Before-After-Bridge: where they are, where they could be, how.
• The Certification Certify them; they become advocates.
• The Columbo One more thing—soft add-on or close.
• The Compliment Sincere compliment to open.
• The Door-in-the-Face Start with a big ask, then 'compromise' to your real offer.
• The Guarantee Strong guarantee to remove risk.
• The Hand-Off Warm hand-off to a specialist or manager.
• The Integration Integrates with what they already use.
• The Jingle Catchy phrase or jingle (if applicable).
• The Moment Right message at the right moment.