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The presenters at the major auto shows are well rehearsed and trained so they can deliver top-notch product presentations to the crowds. Manufacturers want and need these presentations to be outstanding. If you take the same approach at your dealership, you will see a consistent increase in demonstration drives, sales, and overall gross profit.
After or during your contact questions and when you have chosen a vehicle to present, where do you start your vehicle presentation? This is OK, but remember you are giving the customer control of your presentation.
Determining what type of customer you have will affect the time you spend with them. The average presentation should be 10 minutes.
Your product knowledge is critical during your walk around. Be sure to acknowledge when the customer raises a point you are not familiar with.
Do not interrupt the flow of your presentation to look for the answer unless it is of critical concern that influences the selection. Six Position Vehicle Walk Around 1.
Explain the front of vehicle, styling and aerodynamics of the vehicle. Explain everything about the engine. Explain the passenger side of the vehicle and open doors.
Explain the trunk and rear of the vehicle.
When you can, you should always show a vehicle feature and explain any benefits that are related to it. Customer, for safety reasons could you please sit in the passenger seat while I drive the vehicle out of the dealership? More demonstration drives, always results in more sales.
Your goal of a vehicle presentation is to get the customer to the next step, the demo drive.
The proper amount of professional quality time spent during your vehicle presentation, combined with your contact question and a demo drive, will separate the great sales people from the average.
Darin George is the founder of the Automotive Sales College. For information on recruiting new sales staff and in dealership sales training, contact Darin by email at dgeorge dealermark.Make your job easier with Adobe Acrobat DC, the trusted PDF creator.
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When you can, you should always show a vehicle feature and explain any benefits that are related to it. At the end of the walk around, with the customer sitting in the driver’s seat say to them: “Let me show you the vehicle properly.
PowerPoint Presentation: 1- 12 Table Demand States and Marketing Tasks 1. Negative demand A major part of the market dislikes the product and may even pay a price to avoid it—vaccinations, dental work, vasectomies, and gallbladder operations, for instance.
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