Teach them to fill in the...
Ask them several personal questions.
Be nice and let them approach you.
Answer questions with another question.
Building rapport/needs assessment
Meet and greet
None of the above
All of these
Be sure to leave things relatively open so you have room to maneuver and make sure you have a vehicle that will fit.
Choose the car you think they would like the best.
Start with least expensive model and sell up.
Don't make any suggestions.
To lead and engage the client in conversation
To make the client feel warm and fuzzy
To initiate the sale
To break the awkward silence
To build value in the new vehicle
To show how the vehicle meets the client's specific needs
Get the client behind the wheel of the new vehicle
All of these
Connect each feature with it’s benefit
Encourage the client to drive fast during the test drive
Explain how much each feature will cost
Let the vehicle speak for itself
High School Diploma
On the front of the deal jacket
On the back of the deal jacket
Inside the deal jacket
On the CPP
Once the client has agreed to the deal
While handing the client your TEC
Right after the demo drive
Right before the client leaves
One last look at the client's old vehicle
Take the client out to lunch or coffee
There must be no room for doubt in the client's mind
The dealership cannot afford to be sued by the client
The sales professional's reputation is at stake
None of these
24 hrs. after the sale
48 hrs. after the sale
72 hrs. after the sale
A second thank you
Third party contact
Field call set-up
An automated congratulation
To schedule a redelivery appointment
To schedule a free lube, oil, and filter
To schedule a thank you lunch
To schedule a field call