Page 45 - Car Sales Training Manual

!-* !*89 􏰀7.;* ? Session B.2
B.2–1 of 3
TOPIC:
AIM:
Commencing a vehicle test drive. The process of offering your customer a choice of radio station for use during the demonstration drive, getting the customer comfortable in the passenger seat and explaining the controls while stationary.
To ensure your customer enjoys a professional introduction to the car’s controls during the road test phase and that the vehicle’s sound system will be demonstrated during the drive. 􏰄;*7> time.
KEY POINTS: • Each sales person should be aware of 3 non commercialised classical, easy listening, jazz radio stations covering a mix of popular or easy listening music. These should
be held conveniently with your
personal sales kit, to be used specifically in road tests to demonstrate the vehicle’s sound system.
A good time to offer the selected radio to your customer is just prior to the exercise of obtaining a copy of their driver’s licence.
• Always open the vehicle’s doors for your customers (male and female) to enter the car, and for ladies to exit.
• Squat down beside the customer (within the open door) to explain their passenger seat controls and ensure their seat belt is fitted correctly. Ensure the customer’s comfort. Then gently close their door.
• When you take the driver’s seat, comprehensively explain all of the vehicle’s operational controls, before you commence the drive. Be prepared for the fact that your customer may forget many of them by the time they take the wheel at the changeover point.
• When your customer takes the driver’s seat during the changeover procedure, replicate the care and concern for their comfort and knowledge of the controls shown at the commencement of the drive. Advise the customer to enter the traffic only when they’re comfortable, confident and ready.
• Following the changeover procedure, while the customer is driving, explain that you will key in their radio selection in order that they may enjoy the vehicle’s sound system. Do so, and remain silent for a few minutes while they quietly enjoy the driving experience. Let them quietly visualise 4<3*78-.5.