Page 110 - Car Sales Training Manual

• Progress to a road demonstration, asking to view their driver’s licence and noting the details in your notebook (for insurance purposes). Offer your choice of CDs/digital music, install the selected CD/digital music in the sound system and progress as you would from the Dealership.
• Little, if anything, should change in your presentation and demonstration process except for the offer of refreshments and your road test route.
END-RESULT: • The professionalism and effectiveness of your showroom presentation and demonstration technique becomes portable and can be utilised in locations where many customers are more relaxed and comfortable.
ROLE-PLAY ACTIVITIES:
(i) Develop a personal checklist of support items required to conduct a professional vehicle presentation and demonstration away from the Dealership. Print copies and refer to it prior to conducting outside appointments.
(ii) Practise a typical ‘meet and greet’ of a customer in the environment of their own office or home. (Simply reverse the role at the showroom door. %4: are the one walking in.)
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