Posted by soapymac on May 11, 2000 at 08:01:27:
Asking for a down payment on a MH is not unlike asking for a down payment on a megabuck home entertainment center. When I was a manager for Radio Shack many moons ago, I borrowed a technique from Tom Hopkins Book, “How To Sell Practically Anything.” The wording goes something like this:
First, decide how much YOU want as the down payment. Then offer the “Triplicate of Choice.”
“Mr. customer, there are those individuals who can afford to ‘invest’ (125% of your down payment amount.) There are a fortunate few who can invest as much as (150% of the down payment.) Then there are those people who, through no fault of their own, can only afford to invest (your down payment amount.) Tell me…which of those ‘investments’ best describes your situation?”
Whatever amount they say, then use Ernest’s closing answer: “I think we can work with that.”
Worked for me, anyway.