Vehicle Presentation The 8 Step Sales Consultative Process
The 8 Step Sales Consultative Process
Module 4
Vehicle Presentation Participant Workbook
WELCOME to the Workbook for Module 4 of the 8 Step Sales Consultative Process: Vehicle Presentation. The objectives for this section are: To be prepared for vehicle presentation To be familiar with the 6 position presentation technique To be aware of general buying motives To apply the FAB concept To be able to effectively promote accessories 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
Preparation for Presentation Write down some of the things you need to consider when you are preparing the vehicle for presentation. Think about: The appearance of the exterior The appearance of the interior Who will you be presenting the car to? What if you need to take the vehicle for a test drive? Do you have access to the vehicle?
Left Brain rationalising linear thinking sequencing organising logic details storage
Right Brain reasoning “big picture” creativity emotions ideas concepts intuition
3
6 POSITION PRESENTATION Write down the focused features of each point of the 6 Position Presentation 2.Front Bonnet/engine 1.Driver’s Front Side 3.Passenger Side
5.Driver’s Door 6. Interior Features
4.Boot
POSITION 1.
2. 3. 4. 5. 6.
FOCUSED FEATURES
FAB : Features-Advantages-Benefits Use open questions to find out what the customer’s general buying motives are: Economy Style Performance Safety Durability
Think of some features, advantages and benefits for each of the above motives FEATURES:
ADVANTAGES:
BENEFITS:
Features – Advantages – Benefits Imagine that performance is your customer’s HOT BUTTON
Demonstrate how you can use the FAB concept to increase the customer’s confidence that you understand what kind of vehicle they are looking for. Refer to the module for guidance.
F F+A F+A+B
PROMOTING ACCESSORIES Do not wait until it’s TOO LATE! Promoting accessories is an effective way to increase gross If you wait until the close you will have missed the opportunity Write down some ways in which you can promote accessories during Vehicle Presentation:
www.internationautomotivetraininginstitute.com
Module 4
Vehicle Presentation Participant Workbook
WELCOME to the Workbook for Module 4 of the 8 Step Sales Consultative Process: Vehicle Presentation. The objectives for this section are: To be prepared for vehicle presentation To be familiar with the 6 position presentation technique To be aware of general buying motives To apply the FAB concept To be able to effectively promote accessories 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
Preparation for Presentation Write down some of the things you need to consider when you are preparing the vehicle for presentation. Think about: The appearance of the exterior The appearance of the interior Who will you be presenting the car to? What if you need to take the vehicle for a test drive? Do you have access to the vehicle?
Left Brain rationalising linear thinking sequencing organising logic details storage
Right Brain reasoning “big picture” creativity emotions ideas concepts intuition
3
6 POSITION PRESENTATION Write down the focused features of each point of the 6 Position Presentation 2.Front Bonnet/engine 1.Driver’s Front Side 3.Passenger Side
5.Driver’s Door 6. Interior Features
4.Boot
POSITION 1.
2. 3. 4. 5. 6.
FOCUSED FEATURES
FAB : Features-Advantages-Benefits Use open questions to find out what the customer’s general buying motives are: Economy Style Performance Safety Durability
Think of some features, advantages and benefits for each of the above motives FEATURES:
ADVANTAGES:
BENEFITS:
Features – Advantages – Benefits Imagine that performance is your customer’s HOT BUTTON
Demonstrate how you can use the FAB concept to increase the customer’s confidence that you understand what kind of vehicle they are looking for. Refer to the module for guidance.
F F+A F+A+B
PROMOTING ACCESSORIES Do not wait until it’s TOO LATE! Promoting accessories is an effective way to increase gross If you wait until the close you will have missed the opportunity Write down some ways in which you can promote accessories during Vehicle Presentation:
www.internationautomotivetraininginstitute.com
