Page 144 - Car Sales Training Manual

– Customers come to you with the high priority of a discount in mind, but little real perception of the true value of the car they are considering. As you build value up to the level of the full retail price, you will always diminish the importance of initial discount requests.
– Question to find out exactly what is .25479&39 to your customer as this will be what they ;&1:*􏰈 Then focus on the features and benefits of your car that meet and exceed these wants and needs of your customer.
􏰛􏰓 Two important operating ratios for sales success.
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& 9*89 )7.;*􏰈
– If you take a customer out on the road for a test drive in a car, you will &1<&>8
give yourself a better chance of a sale.
This advice is paramount. Never miss taking a new customer out in a car for a road demonstration. Otherwise you lose the chance to build further value and further rapport. Practise successfully negotiating any objections such as “I don’t need to drive the car” or “I’ve already driven one at another Dealer”.
– Poor performing Sales Consultants will usually find that their ratio of test drives to walk-in customers is correspondingly poor. Fix this and you’ll sell more cars. Aim for 100%.
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– You can’t sell a car over the telephone. If you complete a call from a telephone sales enquiry and you haven’t secured a face-to-face appointment, this will invariably be &349-*7 lost sale. 􏰐*9 +&(*􏰌94􏰌+&(* <.9- >4:7 (:8942*7 &8 6:.(01> &8 5488.'1*􏰈 􏰄;*7> 9.2*􏰈
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