Road to Sale

Question 1

Meet & Greet

Answer 1

Ask two questions

• Is this the first time you’ve been to the dealership?
• it’s a nice day to be out shoppibng, isn’t it?

Question 2

ESTABLISH RAPPORT

Answer 2

Ask open ended questions
- are you from the McHenry area or from out of town?
- what brings you to the area?
#1 reason why customers bought their car is because they liked their salesperson

Question 3

Qualify

Answer 3

Find out what is important to your customers
Start broad then narrow questions down
- looking for a new or used vehicle?
- car, truck, or SUV?
- what are you going to use it for?
- who is the primary driver?
- are you adding a vehicle or replacing one?
- price/payment range
Uncover hot buttons

Question 4

Select a Car

Answer 4

know your inventory

start with a less expensive model before showing them a more expensive model

Question 5

Sell THAT Car

Answer 5

Sell that specific, in-stock vehicle

- what are you looking to accomplish today?

Question 6

6-point Feature Presentation

Answer 6

Features & benefits

Question 7

Demonstration

Answer 7

Talk about what they are interested in, then show benefits to those features
Salesperson drives first

Question 8

Service Walk

Answer 8

Builds value in dealership and shows that they will be taken care of

Question 9

Write Up

Answer 9

write deal up

Question 10

Close

Answer 10

When you shut up, look customers in the eye!

Question 11

Turn Over

Answer 11

Let every customer talk to manager to finalize a deal

Question 12

Delivery

Answer 12

delivery check list

Question 13

Follow Up

Answer 13

Anser questions
Secure referrals
Sell unsold customers