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10 Cards in this Set
- Front
- Back
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Needs assessment
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In order to properly select a vehicle, you must know what they are trying to accomplish financially and what their automotive needs are.
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Know Inventory
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You need to have a broad idea of what vehicle in our inventory will fit their needs prior to going down to the lot.
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Show Inventory
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Make sure you show the customer our entire inventory / auto mall.
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Entry Level Model
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Always start your customer on the entry level model and let the customer move themselves up in model.
"This vehicle is a good example of something that will fit in your payment range and get you a lot of vehicle for your money...let me show you some of these nice features." |
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Customer Bumps Themselves Up
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When the customer moves themselves to the next trim level, let the customer know how that will impact their budget.
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"Oh, that's a SLT Big Horn package
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it will put you a little over budget around $500/month, but let me show you what you are getting..."
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Lead The Customer
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If the customer follows you, then they just bumped themselves. If they are hesitant, then go back to building value in the lower trim level.
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3 Minute Walk Around
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If the customer is eyeing one particular vehicle that will fit their needs, give them a 3 minute walk around.
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Offer Pre-Owned
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Offer the next trim level up in a pre-owned vehicle.
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Isolate to 1 Vehicle
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It is important that you isolate the customer on to one vehicle and then start the demonstration.
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