Page 88 - Car Sales Training Manual
P. 88
END RESULT: • You will sell more cars.
• You will discount less margin.
• Your customers will actually appreciate their new car more because you have taken the time to build their perception of ;&1:* in their vehicle and minimised the early importance of a discount.
ROLE-PLAY ACTIVITIES:
(i) Develop words and explanations to best handle common early objections raised in sales presentations. Note them down for future reference.
(ii) Practise customer/Sales Consultant role-plays where the customer is demanding with one or two early objections or, for example, requesting a discount, and the Sales Consultant acknowledges and builds a bridge to a later point.
This particular skill is an important one to recognise, learn and master.
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