Page 130 - Car Sales Training Manual

􏰃7485*(9.3, ? Session H.1
TOPIC: Handling a successful ‘cold call’ Prospecting Pack drop to a
targeted potential customer.
AIM: To understand the importance of dedicating a small portion of your time each month to prospecting.
To practise a smooth introduction and handover of a Dealership prospect pack to a potential customer.
KEY POINTS: • What is prospecting?
It is telling potential customers who you are, where you work, and what you sell,
and giving them some interesting information about your cars. • Why prospect?
(i) Because it “sows the seed” of your business in your local area and gives you the opportunity to meet potential customers other than those who walk in or telephone your Dealership.
(ii) It often puts people who might have been too busy working hard into a ‘buying- mode’ frame of mind, sparking them to think about purchasing a new car.
• What is a Dealership prospect pack?
It is an inexpensive A4 printed folder designed in a colourful, informative fashion incorporating key pictures and details of your Dealership facilities, services and location. It should be able to hold basic inserts such as price list, range brochure, F & I information, etc.
• Whodoyougivethemto?
Local business owners of any sort. Real estate agents, chemists, restaurants, hotels, fruit markets, lawyers, etc. Industrial/Commercial units and Business Parks offer convenient and rewarding opportunities.
• How do you present the Prospecting Pack?
– Dress in your normal showroom business attire (including nametag and notebook). – Ensure you approach the front Reception in a polite, friendly manner and always smile.
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