Page 138 - Car Sales Training Manual

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• If you make an appointment for a customer to meet you at your Dealership,
always organise your activities to ensure you can meet them exactly on time, well prepared. There is no valid excuse to keep a customer waiting. It simply indicates your lack of manners and respect.
• Remember, arriving late to appointments is one of the ‘hidden’ destroyers of sales in the motor industry. It upsets customers. Don’t handicap yourself before you can even start your presentation.
END RESULT: • Sales Consultants always plan their activities prior to a customer appointment in a professional manner to ensure they are not only on time for the meeting, but allow some composure time immediately prior.
By maintaining this level of professionalism before all customer appointments, you show respect and manners to your customers, create a good first impression, sell more cars and gain a higher C.S.I.
ROLE-PLAY ACTIVITIES:
(i) Summarise the key points outlined in this training and openly discuss any elements of the Dealership operation that may have an impact on Sales Consultants meeting their customer appointments 100% of the time.
** NOTE: A suggested summary line to be inserted just before the start of the section titled END RESULT:
Here’s a good guide to always remember when it comes to appointments:
If you’re early, you’re on time.
If you’re on time, you’re late.
If you’re late, you’re almost certainly going to lose the opportunity – and upset the customer.
So be early.