Page 25 - Car Sales Training Manual

-4<7442 $&10􏰌.3 􏰄36:.7> ? Session A.4
TOPIC: Focusing on your (:8942*7C8 3**)8 from your notebook during
a showroom vehicle presentation.
The process of ':.1).3, ;&1:* in the car.
AIM: • To assist sales staff to maximise their effectiveness during the important showroom presentation of the vehicle.
A.4–1 of 4
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KEY POINTS: •
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To focus on the importance of addressing the customer’s personal priorities and needs, noted in your notebook, during the showroom vehicle presentation.
To learn to use effective ‘tie-down’ questions to confirm each point.
To realise the importance of ':.1).3, ;&1:* in the car during this phase of the sale, especially by viewing the engine.
It should be remembered that what is important and valuable to one customer is not necessarily of value to another. As such, you must focus and build value on each customer’s .3).;.):&1 interests in the car.
Sales staff should only approach a showroom vehicle for presentation to a customer once they have a complete set of notes in their notebook summarising their customer’s motoring needs and priorities. Otherwise, you risk focusing on features they don’t value and missing features they value greatly.
Start at the most important feature the customer is seeking and work down your notebook list, point by point.
eg. Boot space for two sets of golf clubs, plus collapsible buggies. – Reconfirm the requirement.
– Show how your car can fulfil this requirement.
– Gain the customer’s acknowledgment (tie-down question). – Actually tick the point off in your notebook.
Use of ‘tie-down’ questions to confirm agreement.
(eg. “Wouldn’t it?” “Won’t it?” “Isn’t it?”)
Examples: (i) “That’ll certainly be ample room for your golf clubs, <43C9 .9?
(ii) “It’s easy to move these rear seats into the fold-down position for extra luggage, .83C9 .9?”
then, wait until the customer nods and comments in agreement. Tick the point off on your notebook list at that moment. This is an early “product close” process.
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