Page 4 - Racetrack Selling

UNDER THE HOOD
1. LET THE CUSTOMER KNOW YOU ARE THE EXPERT!
“We do lots of these cars. We can make this car sound really good.”
2. TELL THE CUSTOMER WHAT THEY HAVE. “You have steering wheel controls; we can interface those.
I see you have On-Star. Would you like to keep that?”
3. ASSURE THE CUSTOMER WHAT IT WILL LOOK LIKE.
“We have a dash kit specifically for this vehicle so that the deck will be mounted firmly and look good in the dash.”
4. PAINT THE PICTURE OF WHAT CAN BE DONE. “This car has a midrange in the door and a tweeter in the
dash. It has a coaxial in the rear door. We can fit 2 10” under the rear seat. That set up sounds REALLY good in this car.”
5. SET THE STAGE FOR THE NEEDED ACCESSORIES.
“When we put the speakers in the door, we remove the door panel, sound dampen the door to reduce vibration,
replace the speaker, & put the door panel back on. It looks exactly like it does now. Let’s go look at some equipment.”