The document provides tips for sales associates at a rent-to-own store on how to successfully close sales with customers. It emphasizes greeting customers with a friendly introduction, spending the first three minutes learning about the customer's needs, demonstrating why renting is beneficial over other options, showing various product options that fit the customer's interests, addressing any objections, and finalizing the sale. The overall goal is to build rapport with customers and help them find the right products within their budget.

1. CreatingCreating
CustomersCustomers
‘Winning on the Sales Floor’
Dustin Faulkner

2. What’s Our GOAL for Today?
Where’s our GAP for the month?
How important is our goal board?
Weekly Customer Delivery Goals
20 Customer D’s – Minimum
30 Customer D’s – Standard
40 Customer D’s - Goal
?

3. Greet the Customer!Greet the Customer!
‘Welcome to Rent-A-Center…How are you today!’‘Welcome to Rent-A-Center…How are you today!’
STOP!STOP!
What you’re doing when your customer walks through the door andWhat you’re doing when your customer walks through the door and
‘Greet’ them as your walking through the showroom to meet them! This is‘Greet’ them as your walking through the showroom to meet them! This is
the most important step to successfully closing your sales!the most important step to successfully closing your sales!
The customer is the ONLY thing that matters right now!The customer is the ONLY thing that matters right now!
3 Minutes!3 Minutes!
You want to spend the next 3 minutes with your customer! These 3You want to spend the next 3 minutes with your customer! These 3
minutes are critical! This is where you set the tone for the rest of thisminutes are critical! This is where you set the tone for the rest of this
sale! Introduce yourself! ‘You only get 1 chance to make a firstsale! Introduce yourself! ‘You only get 1 chance to make a first
impression!’impression!’
Ice Breakers:Ice Breakers:
1) How do you like this weather?1) How do you like this weather? 2) Wait till you see our ‘Hot’ items of the day!2) Wait till you see our ‘Hot’ items of the day!
3) How did you hear about ?3) How did you hear about ? 4) Did you see news this morning?4) Did you see news this morning?
5) Have you seen our specials! (Advo)5) Have you seen our specials! (Advo) 6) Your just in time..The next tour starts now!6) Your just in time..The next tour starts now!
7) Are you Familiar with ?7) Are you Familiar with ? 8) Have you been to a ? before?8) Have you been to a ? before?

4. Why Rent-A-Center is a great way to own!
Now is your opportunity to let your customer know why Rent-A-Center is a great
way to own incredible name brand products!
Explain the Rental Program
They can own our name brand products in as little as ? weeks! We also offer Semi
and Monthly programs based on their needs! How do we derive at cash & carry
price, power packages, ect. ?
Explain the Low Price Guarantee
Rent-A-Center gives you a low price guarantee. This means that if you find
identical products that we carry advertised either retail or lease total cost to own
we will meet or beat that price or give the customer $100!
The ‘Rent-A-Center Benefits’ to the customer:
* No deposit or processing fee’s! * Early payout!/90 days same as cash!
* No Credit Needed! * Service the entire time your leasing!
* Absolutely NO hidden charges! * Free Delivery and Set up!

5. “I Have Exactly What You’re Looking For!”

 • Remember…It doesn’t matter what product your customer is interested in,
we have many different models, sizes, and price ranges in all product
categories in your store! Give them the product ‘Tour’!
 Example:
 Customer –“Hi, I saw your ad and I’m interested in the 52” HDTV for
149.99!”
 SM – “Great, That’s just one of my specials! Let me show you even more!
The customer may have been drawn into your store by the $149.99 HDTV, but,
they have no idea about all the OTHER savings you have to offer!
 Explain at least 3 ‘Features & Benefits’ of each product you show!
 Examples:
 F: Gallon Storage in the door. B: Easy access for the kids to reach the milk.
 F: Variable Audio Output B: You can hook your stereo right to the
TV!
 F: Zippered cushion covers B: You can machine wash the covers!

6. * Pre-Leased Merchandise *
Selling ‘Pre-leased’…- vs -…Selling
‘Savings’?
How do you present/display your pre-leased?
Starbursts - Balloons - Today’s Special?
Creating ‘Packages’ to create more value?
Create a greater value to the customer!
Is my ‘Pre-leased’ product on my floor priced
right?
Pre-Leased Price Chart!
Computer Pricing?

7. “ Closing the Sale is Easy!
At this point your customer should be as excited as you are about the
product they want or need for their home! Let’s ‘Close the Sale!’
Asking for the Sale:
A) ‘Your right Miss Smith, that’s a great picture on the 55”! What day did you
want
that delivered?’
B) ‘Yes, I have the washer in white! Do you want me to type that up Monthly or
Semi-Monthly?
Over Coming Objections:
A) ‘You need to talk to your wife…I’ve got a better idea! Let’s surprise her!
B) ‘You don’t get paid until Friday…Not a problem! I’ll get everything ready and
my
GM will arrange for a COD on delivery for Friday!’
C) ‘Your not sure that’s the screen size you want?...Let’s try it out! Remember,
there’s no long term obligation! Try it before you buy it!
Re-Close: After over coming objections