HUTCHINGS CHEVROLET
MAGIC WORDS

The SIX MAGIC WORDS that discover needs are:
  • "Who...?"
  • "What...?"
  • "When...?"
  • "Where...?"
  • "How...?"
  • "Why...?"
  1. WHO is getting the new car?
  2. WHAT type of relationship do you have with (Bank) GMAC?
  3. WHEN you're not working, what do you do for recreation?
  4. WHERE do you normally have your vehicles serviced?
  5. HOW often will your kids be driving this vehicle?
  6. Any particular reason WHY you decided to get a ? ton Pickup?

The FOUR MAGIC WORDS That create Customer Interest:

  • "That surprises me, especially..."
  1. That surprises me, especially since that's the bank where you have your checking and savings account.
  2. That surprises me, especially since you're buying a car built since 2001
  3. That surprises me, especially since you're not putting anything down.
  4. That surprises me, especially since you're putting the loan in both names.
  5. That surprises me, especially since you said you plan on keeping this car.

 

The FIVE MAGIC WORDS that demonstrate benefits:

  • "What this means to you..."
  1. What this means to you is you'll leave here today with two additional assets.
  2. What this means to you is won't have to take the bus to work while you save up enough money to replace your engine control module.
  3. What this means to you is you won't be making payments on a car you no longer own.
  4. What this means to you is you won't have to worry about ruining your credit in the event you were to become disabled.
  5. What this means to you is you won't have to worry about trying to get grape jelly out of the carpet.

The MAGIC WORDS that make it easy for Customers to Say Yes:

  • "Who...?"
  • "What...?"
  • "When...?"
  • "Where...?"
  • "How...?"
  • "Why...?"
  1. WHAT day of the month would you like the payment to fall on?
  2. WHO would you want to be covered by the disability protection?
  3. WHICH option do you think would work best for you, the preferred or the standard?
  4. WHICH coverage do you thing would work better for you, the 5-year or the 6-year?
  5. HOW often would you prefer the oil change intervals, every 3,000 or 5,000 miles?
  6. WHEN would you like to have the vehicle appearance protection applied?

 

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