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In order to properly select a vehicle, you must know what they are
trying to accomplish financially and what their automotive needs are.
You need to have a broad idea of what vehicle in our inventory will fit their needs prior to going down to the lot.
Make sure you show the customer our entire inventory / auto mall.
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."
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..."
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.
3 Minute Walk Around
If the customer is eyeing one particular vehicle that will fit their needs, give them a 3 minute walk around.
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?"
Isolate to 1 Vehicle
It is important that you isolate the customer on to one vehicle and then start the demonstration.