HARDISON'S TIPS - NOVEMBER 1, 2019
DEALERSHIP TOUR FOR THE GUEST
Some dealerships make a dealership tour part of their process and some don't. Typically this involves walking a customer through the service waiting area and past the parts counter and sometimes through the shop if it’s convenient. The idea is to make the customer feel more at home with your dealership. However if you dealership’s service area is a disaster then you might want to skip the tour.
Today most dealerships are kept in presentable condition. When you have a potential customer you should make it a point to give your customer a tour of the dealership. Show them the service department, parts department, customer lounge, etc. Don't force it down their throat and don't tell them that you are giving them a tour.
A good time to do a tour is after the test drive. When you return have them park the car near the service entrance and bring them to the showroom through service and parts.
Make them feel good about buying a car at your store. Build some value in the dealership while you are building value in yourself and the car. It only takes a few minutes and will very often make them feel important. When they feel good they are much easier to close.
Remember, when a customer sees value in the car, the dealership and the sales person they are much more likely to make the commitment to buying a car.
The saying goes; the customer really buying the car, the salesperson and the dealership.
Make it a champion day!
"SALES TRAINING MATTERS"