Page 43 - Car Sales Training Manual

• If the customer appears reluctant to commit to a test drive, assure them of the value of the experience in making a wise and well-considered motoring investment.
• Ifyoucannottestdrivetheexactmodelyourcustomerrequires,9&0*9-*(148*89 &;&.1&'1* 24)*1. Explain the basic similarities in either road-holding, steering, engineering, safety, interior seating/layout and so on. Always remember the importance of keeping your customer with you as long as possible, by taking them on a test drive. In fact, they might even decide to purchase the alternative car you’re driving.
END RESULT: • By completing a road demonstration, you build enthusiasm for the car, build further value, build further customer rapport and make it easier and more profitable for yourself in the closing discussions.
• A photocopy of the driver’s licence ensures insurance cover and provides you with accurate details of your customer’s name and address.
ROLE-PLAY ACTIVITIES:
(i) Develop and practise relaxed yet enthusiastic explanations for the importance of taking a test drive in the car (following the showroom presentation).
“....And the best part comes when we take the car out on the road” “When we take a drive I’ll show you how this works...”
“This will be easier to explain when you’re actually behind the wheel...”
Practice the *39-:8.&82 you should have for this part of the buying experience, with every customer.
(ii) Practice an explanation of a test drive procedure. Mention time involved, route, who drives first and why, changeover point, advantage to the customer of taking the drive, etc.
(iii) Develop and practice an easy, relaxed explanation of your insurance company’s requirement for a photocopy of the driver’s licence.
eg. “I know you’ll understand the requirement of our insurance company to obtain
a photocopy of your licence before you drive out into the traffic. It’ll only take a few seconds.”
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