Page 48 - Car Sales Training Manual

!-* !*89 􏰀7.;* ? Session B.3
TOPIC: Handling the driver changeover during a road demonstration.
Location, comfort focus, safety and relaxation.
B.3–1 of 3
AIM: To ensure that the location of the driver changeover point on your test route offers the best possible advantages to the objective of the drive.
To help you focus on the importance a professional and caring changeover procedure has on the overall success of the test drive and eventual sale.
KEY POINTS: • A test route ‘driver changeover point’ should be selected so that it is:
– Approximately 30-40% into the length/time of the route (allowing reasonable time for the customer to relax in the car and watch the Sales Consultant explain and operate the various driving controls).
– At the most picturesque or relaxed area within an acceptable distance from the Dealership in order to place the car in a complimentary surrounding and put the customer at ease, (eg. bay/river side picnic areas, boat launch areas, headland car parks, city parks. Try to use areas with restrooms, shade, access to refreshments, shelter from harsh weather, etc.)
􏰂;4.): dead-end streets in industrial estates, roadside ‘truck’ stops and, particularly, pulling over on the side of the road. Never put your customer’s safety at risk by opening a door or walking about the car close to moving traffic.
• During the changeover process:
– Don’ t rush. Y ou can extend the time your customer is with you on a T est Drive with a relaxed, professional changeover routine.
– Enquire if the customer has any questions they’d like to ask.
– If there’s more than one customer, ask “Who would like to drive first?” (Don’t presume.)
– If your customer is interested, and the weather suitable, add to your static showroom presentation by explaining a few more feature/benefits around the car.
– Open the driver’s door for the customer and take time to ensure they are seated comfortably and safely. Ensure all controls are understood and within comfortable reach.