Page 51 - Car Sales Training Manual

!-* !*89 􏰀7.;* ? Session B.4
TOPIC: A checklist for conducting a successful test drive.
Good tips to remember.
B.4–1 of 3
AIM: To ensure that you have a predetermined list of features to demonstrate and activities to complete during every test drive in order to maximise your probability for sales success.
KEY POINTS: • Refer to your Customer Requirements notebook notes for the key interests and needs of your customer prior to the drive. If you don’t have enough, ask some more questions.
• Secure a photocopy of the customer’s driver’s licence prior to departure. (See training session B.1.)
• Explain that >4: will drive first and then will hand over the controls at a changeover point.
• Ensure your customer’s comfort, both as a passenger and when they’re driving.
• Always drive smoothly and calmly. The customer is there to *3/4> the driving experience.
• Clearly explain and demonstrate the key features you have targeted for the test drive, adding the benefits of each feature.
• Select suitable areas for ABS, BAS demonstrations and fully explain the procedure 57.47 to demonstration, if it is on the customer’s ‘interest’ list.
• Select a safe, picturesque, uncrowded area as a changeover location. Relax, ask and answer questions during the changeover.
• Fuss over the customer’s comfort when placing them in the driver’s position.
• Take advantage of your time with them in the car to discuss pleasurable, recreational post-sale driving opportunities and topics of general interest. This is a time to build further personal rapport before the closing phase.
eg., “This will be perfect for when you’re taking the family up to the holiday house on weekends, won’t it?”
• If there is more than one in the customer group, always ask who wishes to drive,
in what order and ensure they &11 get a drive. You never know who is the decision-maker.
• Make the length of the demonstration drive an effective one. (What would >4: expect if buying a new car?)