Page 87 - Car Sales Training Manual

• How do you handle early discount discussions?
– Always politely &(034<1*),* their demands.
– Use words like “I :3)*789&3) your interest in a good deal...”
– Show you care by noting it down in your notebook as an early requirement. – Take control of your own presentation by then building a '7.),* to move
the objection to a later point where >4: want to handle it (after the value building process).
eg. “I understand you wanting a discount and I’ve made a note of it, but first it’s important to find the right car for you. When you’re totally happy with the car, we can certainly look at the financial side.” (A good deal on the wrong car is not a good deal.)
Then go to a control question and continue your questioning format.
eg. “By the way, do you normally do most of your driving in the city, or do
you do some country driving as well?”
– Never .,347* an early objection, or &7,:* it at that point. Wait until you have created the right environment to handle it as positively as possible.
– This process is valid for any objections raised during your presentation that you would prefer to handle later in the discussion (i.e. features, operating costs, finance rates).
– If you don’t want to be bogged down on a negative issue (or one that is irrelevant at that particular point of your presentation) and possibly lose the sale right there, remember:
– Acknowledge (“I understand.”)
– Note in notebook (“I’ll just make a note of that.”)
– Explain you’ll revisit that point “when􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗􏰗” and get back to your
presentation via a positive control question: “By the way, will convenient service and parts support be an important requirement for you?”
– Your goal is to move steadily through to the end of your vehicle presentation and demonstration to a summary product close, then handle any objections (if in fact they haven’t disappeared in the meantime).
• Always regard objections as a 548.9.;*, not a negative. They show that your customer is genuinely interested and simply needs more information or assurance.
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