Page 49 - Car Sales Training Manual

B.3–2 of 3
– Never underestimate how strange a new car can feel to a customer and the
need for them to be 7*1&=*) in order to enjoy the drive and want to buy the car.
– Make sure any other passengers in the customer group are comfortable and
safely belted in.
– Advise the driver to commence their drive 431> when they are confident and ready. Give road directional instructions early and clearly.
END RESULT: • Your test drive changeover technique will ensure that your customers:
– View the car away from the Dealership in an attractive setting.
– Can walk around the vehicle in safety and listen to your explanations without loud passing traffic noise.
– Appreciate your concern for their comfort.
– Feel relaxed in the car and enjoy the driving experience.
ROLE-PLAY ACTIVITIES:
(i) Sales group discussion on best locations for driver changeover points.
(ii) Divide sales team into customer/Sales Consultant groups to practise driver changeover technique, focusing on the key points of importance.
For interest (weather permitting), this exercise can take place at your actual changeover site so each member of the sales team feels comfortable with the location.