Page 13 - Car Sales Training Manual

E.4. The importance of securing a face-to-face appointment from a telephone sales enquiry in order to present and sell a car.
E.5. 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.
E.6. The importance of making a follow-up call to telephone sales enquiry customers if you are unsuccessful securing an appointment from their original call.
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F.1. Points to remember when you are 47,&3.8.3, a new vehicle delivery to a customer.
F.2. Key points to cover when actually delivering a car to a new owner.
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G.1. Handling the first (within 24 hours) telephone contact with a new owner.
G.2. Handling normal, ongoing owner follow-up calls. Transferring important ‘Customer Requirements’ notebook details gained during the sales presentation to your Dealership follow-up system to gain and build customer rapport and trust. Using and updating this information during ongoing calls to:
(i) Sell owners their next car.
(ii) Gain referrals.
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H.1. Handling a successful ‘cold call’ Prospecting Pack drop to a targeted potential customer.
H.2. Words to say to generate new model interest to owners of three-to seven-year-old vehicles (at the Service Department customer lounge or on the telephone during a regular owner follow-up call).
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J.1. The importance of you being 43 9.2* for customer appointments (preferably early, in order
to compose and prepare yourself).
J.2. Goal-setting. Why it is important for you to set and pursue business and personal goals.
J.3. Five key tips for sales success.
Index–3 of 3