Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 14

McDonald's Ford Dealership
The used car salesperson for McDonald's Ford, John Alexander, approaches a woman, June Miller, in the car lot:
Seller: Can I help you
Buyer: 20,000 miles on this one-I'll bet a little old lady owned this lemon! What was it, really, before you set it back
Seller: That is the actual mileage. Hi, I'm John Alexander and you are … [ He waits for reply.]
Buyer: June Miller.
Seller: June, what can I help you with
Buyer: Oh, I don't know. Something that runs and will get me around.
Seller: Do you travel out of town or just drive back and forth to work
Buyer: I drive everywhere! I'm even getting in a car pool with my boss.
Seller: Good mileage is important then.
Buyer: Sure is. [ She walks over and looks at a full-size, four-door Ford.] Say, I like this one! $6,500! You have to be kidding.
Seller: Do you need that much room
Buyer: Not really, there is just me.
Seller: June, are you saying you need a car that is dependable, gets good gas mileage, not too big, and not too expensive
Buyer: How did you guess
Seller: Follow me. … [ He shows her five cars that he feels have those features. Then he asks :] Which one of these do you like
Buyer: Well, they are OK, but I really don't like them. Thanks for your time. I'll shop around a little more. Give me your card and I'll get back to you later.
What should the seller do now that the buyer has said no to the cars he has shown her and is about to leave the car lot