Presentation Flashcards
What are you supposed to know about the customer before you present a vehicle to them?
Their hot buttons.
What does the term “Hot Buttons” mean?
The specific things your customer finds important to them when they are buying a car. These could be safety, fuel economy, reliability, payment, getting a good deal, features and options or anything that is personally important to them.
What are you supposed to do with a customers hot buttons?
“Push” the car buyers hot buttons by talking and focusing on these items.
Are car buying hot buttons logical or emotional?
Emotional.
What is the real key to car buying hot buttons?
Everyone is different.
How many hot buttons will your customer have?
Some may have two some may have six. Everyone is different.
What is your job as a car salesman?
Find ALL the hot buttons and sell a car.
Who buys based on emotion?
Everyone. Even the mooches and geeks.
Do people like to be sold?
No, but they do like to buy.
What do people buy on?
Emotion first and foremost. Then they justify with logic, even after they are already sold emotionally. Be sure to back up your emotional pitch with logic to jr tire that justification at the end.
Where does a vehicle presentation start?
It should always start at the front of the vehicle, because your end result has to be the customer sitting in the drivers seat.
What are the types of customer that will allow you to determine how much time you spend with them?
Visual Person.
Auditory Person.
Kinesthetic Person.
How much time should you spend on the vehicle presentation with a Visual person?
Less time.
How much time should you spend on the vehicle presentation with a Auditory person?
More time.
How much time should you spend on the vehicle presentation with a Kinesthetic person?
Either more or less depending on your initial rapport established.
