Page 137 - Car Sales Training Manual

􏰃*7843&1 􏰃74+*88.43&1.82 ? Session J.1
J.1–1of 3
TOPIC: The importance of you being 43 9.2* for customer appointments (preferably early, in order to compose and prepare yourself).
AIM: To highlight the critical importance of being on time when meeting customer appointments and to note the consequences of poor time management on sales opportunities.
KEY POINTS: •
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A large proportion of sales activities are conducted in pre-arranged meetings between the customer and Sales Consultant.
No customer likes to be kept waiting past an agreed appointment time by a Sales Consultant who is poorly organised. They start the discussion in a bad mood.
Customers buy from people they like and who show them respect. Turning up late for an appointment, even five minutes late, damages your chance of building enough rapport to successfully negotiate a profitable sale. 􏰋* 43 9.2*􏰈
When you make an appointment with a client for a sales presentation, always:
(i) Accurately confirm the time and place of the appointment with your customer.
(ii) Ask for, or confirm, any specific instructions or difficulties (eg., parking
arrangements, building access).
(iii) Note all relevant details down in your planner, including the key customer
sales requirements (eg., model of demonstration, brochures, sales contracts, valuer required?)
Create a habit of being 10 to15 minutes early for an appointment. This:
(i) Gives you a time buffer in the event of traffic, parking or access problems.
(ii) Allows you to quietly compose yourself prior to the meeting to put yourself in a
calm, positive frame of mind. Customers don’t like Sales Consultants who arrive for a meeting flustered, unprepared or in an obviously tense mood.
Always have your customer’s contact number with you prior to an appointment so you can call them to apologise in advance if for any reason you are going to be late for the meeting.
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