DEMO DRIVE IN ECAR SALES PORTAL


Successful selling is no accident. It requires a plan and self-discipline, in short, a professional plan in each step of a sale. It is your job to create sufficient desire to own your product NOW! Too often buyers are turned into shoppers due to our failure to create that burning desire. PRODUCT-BENEFIT PRESENTATION and SELLING DRIVE are actually two steps, but they are combined them as one to stress the importance of product-benefit selling. 
This is where you SHOW and SHARE with the Prospect the BENEFITS. The "SELLING DRIVE" is the proof of those benefits you described in your SAFETY and FEATURE PRESENTATION. This step not only makes your selling a lot easier, but it's one of the secrets to a successful, profitable close. This step has one purpose-consumer acceptance of the vehicle and its price range. CAUTION: Always endeavor to present a lower priced automobile at the start of STEP SIX with as little equipment as possible. Soften the "price sticker" reaction.
It's easier to "sell up" than to oversell a Buyer with questionable buying power (finances) and then receive an objection like, "I'll be back after I think it over." Always know where you're taking your Buyers and what they can afford or, at least, what you feel reasonably comfortable with. With "USED CARS" use the same approach. If you use a "coded selling system", tell your Prospect, "I believe this car is priced at $______, but let us be sure this is the car you can be happy with." Test their reaction to the price early.



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