A Walk-Around is where you actually go over the features of the car with the customer. There are certain steps in the process that have been proven to work best, but something else may work better for you.
Walk-Around Step 1: Under the Hood
When you get the keys to a car, the customer automatically wants to jump behind the wheel. Tell them that you would like to go over the features before driving. This is when you pop the hood and go over Engine size, horsepower, location to check fluids, Safety--crumple zones, breakaway motor mounts, etc.
Walk-Around Step 2: In The Front of the Car
This is when you close the hood and step back to look at the design of the front of the car. If the car has fog lamps, halogen lights, grills, etc.
Walk-Around Step 3: Walk around drivers side--not letting customer get in!
At this point you want to talk about safety or styling depending on customer. Safety--hit the door to show it has a steel safety cage construction that wraps around the car. Show them tight gaps in doors and all seals if it is a newer car. Something to remember: Every car that your customer looks at will have what you are showing them, but if the competition does not show them, it does not have it!
Walk-Around Step 4: In the Trunk
Show customer size of trunk. Low lift in height if you have something heavy in trunk, safety latch to get out of trunk, pass through to back seat, etc.
Walk-Around Step 5: At the Rear
This is when you step back to look at styling at the rear. You may go over tail lights, exhaust tips, etc. Whatever the car has. Remember to just mention 3 to 5 things at each stage. You don't want to pour out a book report, just touch on a few things.
Walk-Around Step 6: Passenger side
Touch on anything going down the passenger side, gas cap entrance, etc. The sole goal is to get the customer to get in the passenger seat.
Walk-Around Step 7: Inside the Car
Have your customer get in on the PASSENGER SIDE!!! You want to show them a few things inside the car. You go over a Radio, climate, steering wheel controls, or anything else inside the car that a customer may need to know.
Now, this is the most important part. You tell your customer to put on their seat belt as you want to show them how the car drives. You drive the car off the lot. You find a pre-determined spot to stop and let the customer drive at which you swap with the driver. This is a control thing. If you take control in the walk around, you will have control at the closing table. Happy Selling and email with any questions.
Check out 10 Steps-Road To The Sale
Day In The Life Of A Car Salesman
Subscribe to Car Buying Tips To Save You Money by Email
0 comments:
Post a Comment