Page 26 - Car Sales Training Manual

• Once you have covered all of the points raised by your customer, you can add others that you feel your customer should deem of value. Cover these briefly but concisely in a similar manner to the rest.
• Remember to finish *;*7> showroom vehicle presentation by lifting the bonnet of the car and presenting the engine. Explain that 9-.8 is where a lot of the investment value lies. You then move into discussion on After Sales support and your Dealership’s professional and cost-efficient Service division.
• Use your Product Evidence Manual to further support your verbal advice (eg., servicing costs, feature explanations).
• During the showroom vehicle presentation talk to your customer enthusiastically about the upcoming road demonstration.
(eg., “...and the benefit of this will be really easy to appreciate when we take the car out on the road in a few minutes...”) Get your customer excited about taking a demonstration drive.
• When you have completed your showroom vehicle presentation, take a few moments (over another cup of coffee?) to run down your notebook points and recap “Is there anything I’ve missed?”, prior to the test drive.
• Before you leave the showroom presentation vehicle, ask yourself: “Have I done everything possible to build and maximise my customer’s perception of ;&1:* in this car?”
• Always remember that your customer needs to own the car mentally and emotionally before they will allow themselves to own it financially.
􏰉25479&39 54.39: If you don’t have *=&(91> the vehicle your customer is requesting, don’t send them away. Take them to the vehicle (148*89 to its format on your floor.
Remember: Over 70% of customers buy a model or specification ).++*7*39 from that which they envisaged when they entered a Dealership.
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