Page 80 - Car Sales Training Manual
P. 80
END RESULT: • By becoming confident, relaxed and practised at this common-sense format of discussion, you will sell more cars to people you would have otherwise let walk from the Dealership.
ROLE-PLAY ACTIVITIES:
(i) Develop a list of typical customer needs in your notebook and then mark one or two where the car’s features did not satisfy the customer.
Practise a notebook summary product close where these points come up as objections.
Then, practise the manner and words you could best use to introduce the ‘balance sheet’ close activity and move successfully through the process to a colour or options ‘control question’.
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