003 Vehicle Selection

  1. Needs assessment
    In order to properly select a vehicle, you must know what they are

    trying to accomplish financially and what their automotive needs are.
  2. Know Inventory
    You need to have a broad idea of what vehicle in our inventory will fit their needs prior to going down to the lot.
  3. Show Inventory
    Make sure you show the customer our entire inventory / auto mall.
  4. Entry Level Model
    Always start your customer on the entry level model and let the customer move themselves up in model.

    "This vehicle is a good example of something that will fit in your payment range and get you a lot of vehicle for your money...let me show you some of these nice features."
  5. Customer Bumps Themselves Up
    When the customer moves themselves to the next trim level, let the customer know how that will impact their budget.

    "Oh, that's a SLT Big Horn package; it will put you a little over budget around $500/month, but let me show you what you are getting..."
  6. Lead The Customer
    If the customer follows you, then they just bumped themselves. If they are hesitant, then go back to building value in the lower trim level.
  7. 3 Minute Walk Around
    If the customer is eyeing one particular vehicle that will fit their needs, give them a 3 minute walk around.
  8. Offer Pre-Owned
    Offer the next trim level up in a pre-owned vehicle.

    "You know, I could probably get you some more options and maybe save you some money in a low mileage, Hendrick certified pre-owned vehicle...is that something you would consider or should I rule that out?"
  9. Isolate to 1 Vehicle
    It is important that you isolate the customer on to one vehicle and then start the demonstration.
Card Set
003 Vehicle Selection
Vehicle Selection