Logic is overrated it is up to you The Automotive Sales Fraternity™ to bring out the emotion in the sales process. All we have to do is look at some of the same things we would like. These are the same things your clients are looking for on the presentation and demo drive. If we remember that they are just people and they will like the same things we normally would like. And are looking for some of the same things that we would look for on a shopping adventure.

Courtesy, professionalism and answers when asked.

Find out if they like the vehicles lines? If so ask them if they can see themselves in it. Put them in the vehicle let them check out the visibility. Are they comfortable in it? Are there any blind spots? Help them adjust the mirrors. We want to make the mental buy in process to start as soon as possible. Are they comfortable? Help them adjust the seats. Ask them if they are supportive? Can they see and reach the controls without a problem. Have them touch everything you touch, see if they like the way everything feels.

We should show them every control and know how they operate (infotainment system). And only after you have fully explained them and they show you they understand should they be aloud to drive. " Never rush yourself never rush your client. " Let your client play with the controls ask them are the controls easy to operate. You want to get them involved in the mental buy in process.

On your demo drive the vehicle should be warmed up first this is why you drive it first. You want to make sure it operates smoothly before letting them take over. Reconfirm that it operates smoothly and ask them if it accelerates enough for them. Find out if the brakes have the proper braking ability to stop when needed. Do the brakes give them confidence? As sales consultants you have to find out these things up front before they become a problem in the sales booth.

Let them drive the vehicle as long as you can. The reason we lose so many deals is to short of a demo drive. Let them try out different roads and areas of both inclines and declines if possible. Ask them how does it handle? Is the steering to light or responsive enough for them. Find out if the ride is comfortable enough for them and if they feel in control when cornering. Start the demo drive with the front windows down so they can feel the sensations the vehicle brings (if it's a sports car they can here the rush of the engine if it is a family car or luxury vehicle they will notice how it sounds when you roll the windows up) Find out if it is quite enough for them especially the road noise level.

Above all else have a note pad open on your demo drive to make a list of there likes and dislikes this shows them you care about there needs as you write down any problems. Whether it is a plus or negative these are the things we must do in order to make them have more confidence in us as a professional automotive sales consultants. And that you are not there to just make a quick buck. Remember we want to make a bonding relationship-not just to make a sale but to make a long-standing trusting relationship with your customer.

What do you think? Do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

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