What are the best practices for using product demonstration to sell cars to customers with different needs?

Identifying the right need is important for best product presentation To identify the right need - Start with an open ended question. ex : What kind of car are you looking for This gives time for consumers to share the first thoughts - Then go with closed ended questions . ex : You prefer petrol or diesel This helps you narrow the search - Use rapport building questions. ex : Are you buying it for spl occasion or is it your first car? This brings emotional connection and the consumer feels valued And most importantly: Never judge !! Your experience is valuable but not the only truth

The 6 point vehicle walkaround is vital. It allows the sales consultant to present and track the reaction of the buyer to each feature and benefit that is presented.

In today’s digital era, the customer knows vey well, what they want to buy. They have thoroughly done their research and have closed in on the exact model before they step into the showroom. However there is still a lot of revenue generation opportunity in VAS up sell. Value is to be demonstrated in something beyond the product.

The best dealers I know are using product demonstrations with an interactive approach. They start the demonstration by first understanding the customer's specific needs – whether they're looking for fuel efficiency, comfort, technology, or safety features. Then, tailor the demonstration to highlight these aspects. They encourage the customer to engage with the car; have them sit in the driver's seat, test the infotainment system, adjust seats, or inspect the engine. This hands-on experience builds a connection with the vehicle. They also ask open-ended questions to address any concerns on the spot. This interactive demonstration not only helps in understanding their preferences better but also creates a more effective sales experience.

Related to #3: Do a SELECTIVE WALKAROUND. Meaning don't do a data dump on the customer. Ask them what the three most important "things" are to them in a vehicle. 2 benefits from this question 1. You might be surprised how they answer the question which provides additional insight. 2. You find out what their motivators are (safety, reliability, performance, size-after all, size does matter). Once you are armed with the path to the sale, you should do 3 walk around (one for each of the 3 most important things). After each walk-around, you ask soft close/minor points of agreement questions. And you don't go to the next one until you've met the customers needs. This methodology provides you with additional closing tools.