Test Drive The 8 Step Sales Consultative Process
The 8 Step Sales Consultative Process
Module 5
Test Drive Participant Workbook
WELCOME to the Workbook for Module 5 of the 8 Step Sales Consultative Process: Test Drive The objectives for this section are: Preparing for the Test Drive Planning the Test Drive route Taking the customer on a Test Drive Ensuring safety during the Test Drive Executing a successful Test Drive Complete these worksheets as you work through the online training module. Research shows that the more you explore, analyze and implement new information, the more likely you are to remember it…and use it to get better results! The “IATI 8-Step Sales Consultative Process” is: 1. Customer Enquiries 2. Reception – Meet and Greet 3. Consultative Interview 4. Vehicle Presentation 5. Test Drive 6. Purchase Process 7. Vehicle Delivery 8. Customer Follow-up
Preparing for the Test Drive The Pre-Test Drive Checklist You have indentified a vehicle for your customer based on what you know to be their needs, wants and desires The Test Drive is the time when you can bring that vehicle to life for them If you need to, refer back to the module for the checklist
Pre–Test Drive Checklist
Safety Checklist
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PLANNING THE TEST DRIVE ROUTE It is important to spend some time planning the Test Drive route so that you can show the customer the vehicle at its best Write down how you would plan the Test Drive route taking into consideration the following aspects: Time involved What you know the customer wants/expects from the vehicle Safety aspects Change over Choice of road type
TEST DRIVE WITH THE CUSTOMER The time has come for the customer to experience the vehicle for themselves. Answer these questions to ensure a safe and successful Test Drive
Question Who should you tell as you leave for the Test Drive? You should ensure that all people in the car are wearing..... Who should drive first? Why should you drive safely? What should you point out as you drive? Before you switch drivers, what should you do with the seat? Where should you sit if there is more than one customer? What should you avoid mentioning at any time ?
Answer
SAFETY DURING THE TEST DRIVE You get into a car with someone you hardly know – you have no idea what their driving skills are like. Suggest some ways to ensure that both yourself and your customer are kept safe during the Test Drive.
ENSURING A SUCCESSFUL TEST DRIVE The Test Drive is an important stage of the Sales Process Refer back to the module for some of the techniques you can use to make sure that you conduct a successful Test Drive
Before the Test Drive
During the Test Drive
Back at the Dealership
www.internationautomotivetraininginstitute.com
Module 5
Test Drive Participant Workbook
WELCOME to the Workbook for Module 5 of the 8 Step Sales Consultative Process: Test Drive The objectives for this section are: Preparing for the Test Drive Planning the Test Drive route Taking the customer on a Test Drive Ensuring safety during the Test Drive Executing a successful Test Drive Complete these worksheets as you work through the online training module. Research shows that the more you explore, analyze and implement new information, the more likely you are to remember it…and use it to get better results! The “IATI 8-Step Sales Consultative Process” is: 1. Customer Enquiries 2. Reception – Meet and Greet 3. Consultative Interview 4. Vehicle Presentation 5. Test Drive 6. Purchase Process 7. Vehicle Delivery 8. Customer Follow-up
Preparing for the Test Drive The Pre-Test Drive Checklist You have indentified a vehicle for your customer based on what you know to be their needs, wants and desires The Test Drive is the time when you can bring that vehicle to life for them If you need to, refer back to the module for the checklist
Pre–Test Drive Checklist
Safety Checklist
1.
1.
2.
2.
3.
3.
4.
4.
3
PLANNING THE TEST DRIVE ROUTE It is important to spend some time planning the Test Drive route so that you can show the customer the vehicle at its best Write down how you would plan the Test Drive route taking into consideration the following aspects: Time involved What you know the customer wants/expects from the vehicle Safety aspects Change over Choice of road type
TEST DRIVE WITH THE CUSTOMER The time has come for the customer to experience the vehicle for themselves. Answer these questions to ensure a safe and successful Test Drive
Question Who should you tell as you leave for the Test Drive? You should ensure that all people in the car are wearing..... Who should drive first? Why should you drive safely? What should you point out as you drive? Before you switch drivers, what should you do with the seat? Where should you sit if there is more than one customer? What should you avoid mentioning at any time ?
Answer
SAFETY DURING THE TEST DRIVE You get into a car with someone you hardly know – you have no idea what their driving skills are like. Suggest some ways to ensure that both yourself and your customer are kept safe during the Test Drive.
ENSURING A SUCCESSFUL TEST DRIVE The Test Drive is an important stage of the Sales Process Refer back to the module for some of the techniques you can use to make sure that you conduct a successful Test Drive
Before the Test Drive
During the Test Drive
Back at the Dealership
www.internationautomotivetraininginstitute.com
