Demo to Office
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Transition Five (5) - from the demo drive to the office. Is this a vehicle you could see yourself driving every day? Excellent. Let's head back inside and I'll show you how easy it is to do business with us. If they don't like the car, you're back to qualifying mode - what don't they like about it, what would they change, etc. - let's pick another one and try again.
Reflection and Discussion:
Think about how the customer might be feeling towards the end of the demo drive. Write down some possibilities of what they might be thinking.
Why do you imagine a customer might be feeling nervous or anxious at this point in the interaction?
Do you think it's possible that even if the customer likes the vehicle, they still might try to bail after the demo drive? Why?
Can you come up with your own questions to accomplish the same effect? We're trying to establish 1) You like the car, and 2) Let's go wrap up the paperwork.
Reflection and Discussion:
Think about how the customer might be feeling towards the end of the demo drive. Write down some possibilities of what they might be thinking.
Why do you imagine a customer might be feeling nervous or anxious at this point in the interaction?
Do you think it's possible that even if the customer likes the vehicle, they still might try to bail after the demo drive? Why?
Can you come up with your own questions to accomplish the same effect? We're trying to establish 1) You like the car, and 2) Let's go wrap up the paperwork.