Page 56 - Car Sales Training Manual

END RESULT: • Your manners and courtesy alleviate any customer ‘closing anxiety’ when returning from the test drive (tea/coffee, water, restrooms).
• A few brief words of appreciation for being given the opportunity to show them the car precedes a crucial, final recap of points covered. This unearths any final questions or objections with respect to the car’s ability to fulfil the customer’s
wants and needs, prior to a summary product close.
ROLE-PLAY ACTIVITIES:
(i) Sales Consultants pair into customer/sales person roles and practise:
– Returning into the showroom area from a test drive and ensuring the customer receives tea/coffee/water, as well as a casual mention of the
restroom facilities.
– Settling the customer down with their refreshments and moving through a
“Thank you for the opportunity” and “Is there anything we’ve missed?” conversation. To make it realistic, throw in a late query (additional car feature requirement) to see how the Sales Consultant handles this.
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