It looks different than the 1958 Fleetwood, and it’s not the same as the 1960 model.
Because simply changing the model year was not a compelling reason for someone to purchase a car. Something had to be better – or at least different – in order to entice people to buy.
So when you’re talking to a prospect, it’s imperative that they understand that converting their account to you will not be the same old same old. It will be different and better.
In order for that to happen, you must determine exactly what they currently have and then give them a compelling reason to make a change. Find out what their concerns are through skillful questioning, and address them by presenting a shiny new model that resonates with their needs and wants.