Page 109 - Car Sales Training Manual

!*1*5-43* 􏰄36:.7> ? Session E.5
E.5–1of 3
TOPIC: The ‘outside’ appointment. A checklist for conducting a vehicle presentation and demonstration away from your Dealership, at the customer’s home or place of business.
AIM: To ensure Sales Consultants are as effective as possible when conducting a vehicle presentation and demonstration away from the Dealership.
KEY POINTS: • Sales Consultants often ask telephone sales enquiry customers to come in to the Dealership because it is more convenient and comfortable for the Sales Consultant.
• Many customers are not always comfortable at your Dealership. As it is easier to sell a car to a customer who is relaxed and comfortable in their familiar surroundings, professional Sales Consultants endeavour to go to the customer’s home or work place.
• To be as effective as possible away from your Dealership, ensure the following: What you do on the showroom floor, do outside as well.
(See elements of Sales Training Session A.1.)
– Professionally dressed.
– Your nametag secured and visible.
– Customer requirements notebook in pocket, plus pen.
– Business cards available.
– Product Advantages book and any other supportive material in your car.
– The exact, or closest possible, vehicle model to fit the customer’s needs
(determined during telephone questioning).
– Order forms, etc.
• Then, adhere to all your practised showroom walk-in protocol: Handshake, smile, good first impressions, early rapport building, etc. (The only thing you can’t offer is refreshments.)
􏰇49*􏰓 If your customer does not offer you refreshments, you will experience what it is like when >4: greet customers to your showroom and don’t offer any. You’ll note the discomfort and bad manners.
• When your notebook details are complete, invite the customer to go out to your car for a static presentation. Conduct this as you would on the showroom floor.