Page 22 - Car Sales Training Manual

• “Will the car mainly be used in the city, or do you do some country driving as well?” (Opens up later lifestyle/driving enjoyment discussion.)
• “What have you been driving previously?” Impressions of it?
• “Will you be looking to trade that vehicle in or sell it privately?”
If your customer appears vague on the actual vehicle operating requirements, briefly run through the car:
“Any specific boot space requirements?” eg. “Golf clubs?” “Rear seat passenger requirements?”
“Driver comfort/seating requirements?” and so on.
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• Once your customer can not add any further requirements, you can add some of the key strong points of your car that might not have been mentioned.
eg., “I should imagine safety is important?”
“You would be looking for good service and parts support?”
“Our extended service intervals would probably be of interest to you?”
• Then note these points down as well, for future elaboration.
END RESULT: • You clearly ascertain your customer’s motoring and buying needs.
• You secure these needs accurately in your notebook for your vehicle presentation and demonstration. Your customer appreciates and respects your professionalism in this regard as they are 9-*.7 needs.
• You have a sound basis for a summary ‘product close’ on the suitability of the particular car in question.
• Your notebook notes can form the foundation of your “customer history” for post-sale follow-up calls.
􏰒*2*2'*7: All customers want respect, honesty and (43(*73 +47 9-*.7 3**)8.
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