Page 94 - Car Sales Training Manual

􏰚􏰈 “I want more money for my trade.”
“Mr Smith, our Dealership prides itself on always obtaining the highest possible value for trade-ins by calling as many contacts as we can. This ensures that the price we are offering you is the strongest in the market today. I don’t know if it is feasible that we can obtain any more money for your car, but if I can get my Manager/Valuer to move a little bit on the $20,000 he is offering you, how flexible can you be on the amount you were hoping for?”
􏰛􏰈 “Both your major competitors are much higher with their trade-in valuation (or discount).”
“I understand. However, Mr Johnson, our brand and reputation is so strong in the market place that we rarely get enough stock each year to meet our demands. This ensures strong re sale value for our customers, which I can show you in my evidence manual. Unfortunately for a lot of other manufacturers, they have more stock than buyers which leads to heavy discounts (or trade-in inflations) and even heavier subsequent falls in the re sale value of their cars. I am confident that, if we look at the real figures, our car will represent a much better 143,􏰌9*72 .3;*892*39􏰈”
􏰜􏰈 “I’ve already had a test drive at another Dealer.”
“I’m pleased that you have. But, Mr Jones, I really take pride in my job and would not feel comfortable selling you a vehicle unless I had 5*7843&11> demonstrated the features and benefits of the car. Also, I’m confident that during your second test drive, you’ll pick up information that might not have been shown to you the first time. Let me get the keys so we can be sure that this is *=&(91> the right car for you.”
END RESULT: • Sales Consultants become confident in acknowledging and overcoming difficult objections and are able to sell significantly more cars.
ROLE-PLAY ACTIVITIES:
Sales Consultants:
(i) Discuss and highlight typical sale-damaging objections.
(ii) Develop effective and natural responses to these objections, print these responses, note them in their training manual and practise delivering them in role-play scenarios.
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