How can you highlight the most important features during a product demonstration in Automotive Sales?

The more knowledge you have about the product you are selling the better! It really gives your clients the impression of how much expertise you have in your filed, helps to build trust and also boosts your own confidence which is crucial for your success in sales!

Before you start any conversation with your customer, you need to know your product better and now it's USP's which can attract a customer. That's not it, you also have to know your customer first. Know what they are looking for, what features they expect and how much they travel and also how many members are their on their family. Now you know the customer and their needs, now pitch your product accordingly. Tell them the technical specifications, performance, safety, comfort, design and functionality. Provide a test ride for them so that they experience all the things you told them about your product. And you also have to describe the advantages you have over your competitors. And always clear your customers doubt if they still have any.

From the first moment that you talk to your customers ask all the questions but also listen like I said, you have to listen to the customer don’t ever over speak them!They will tell you what they want and from there you can pick the right vehicle for them and their family. You also want to ask direct questions on what they’re looking for such as SUV, all-wheel-drive , seven passenger , are safety features a big concern for them fuel economy, but my biggest take away from all this and what I learned is to always listen to your customer and never talk over them and most of them time they will tell you exactly what they are looking for..

Always build rapport with the customer prior to selling. Ask as many fact finding questions as possible and based on their answers present the most optimal option for them to buy. Selling through service really goes a long way!

I prefer the Feature Benefit Impact (FBI) sales presentation! It's not just a pitch; it's a game-changer. Features? They're the nuts and bolts, the raw material. But it's the Benefits that paint the picture, showcasing what's in it for the customer. Now, here's where the magic happens: Impact. It's the emotional hook. Example: (FEATURE)? the iPhone's incredible iMaps feature. It's not just a handy tool; it's a game-changer. (BENEFIT)? It shortens drive times, making your journey smoother. Ah, but here's where it gets exciting! (IMPACT) It means you get home quicker, maximizing precious family time. That's the Impact. It's not just about navigation; it's about enhancing your life, creating moments that matter.

Storytelling is a great technique in sales because it makes your customer engaged as well as makes you come across as expert in your field. This is a great way to build trust with your clients and build long lasting relationships!

Ensure you have a clear understanding of the product and it's Variant as Features Advantages and Benefits (FAB) will vary. Once this is mastered, deliver a Fantabulous Demonstration in your own unique style.

Feature advantage benefits is the one of the most used in this process, however incorporating this we can relate to the customer needs & emotionally indulge the features during the demonstration which the customer will always remember the statements & gives high priority in their buying process.