- After completing this course participants will understand the recommended processes for car sales and its Moments of Truth. They will know how to create a comfort zone for the customer during each stage of the sales process, starting with prospecting up to the follow up after delivery, and how it leads to customer loyalty to the dealership and brand.
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| - Introduction to the sales process and
the 10 step sales process - Customer prospecting
- Making customer appointments
- Customer greeting procedures
- Understanding buying motives
- Qualifying the customer needs
- Product presentation, its characteristics,
advantages and benefits to the
customer - Conducting the test-drive
- Negotiation (final price, payment
conditions, final agreement.) - Car delivery procedures
- Explanation of the warranty policy
- Introduction of the customer to the
service department - Follow-up after delivery
- Maintaining constant customer contact
- Closing session
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