"DEMONSTRATIONS"

Start with the primary driver sitting up front in the passenger seat. You want to explain the complete dash and instrumentation in detail. Have your client show you that they completely understand everything. When it is their turn to drive there will be fewer problems and the vehicle becomes theirs in their mind. You want the mental ownership to start as soon as possible.

While you are explaining the benefits of the features, make sure your clients notice and approve. On your demo drive make sure you demonstrate how the vehicle drives and handles. If your agency is near a freeway you want to drive on the frontage road first, and the reason for this is there is not as much traffic and your clients can relax and pay attention to what you are saying. Next you want to get on the freeway to show how it merges into traffic. Also point out how smooth the automatic transmission shifts and when the overdrive is engaged the engine R. P. M. 's drops almost a full third or about eight hundred R. P. M. The benefit to your clients is enhanced fuel economy and reduced wear and tear on your engine.

Now if you have been paying attention to you client's body and face language they are about to scream, "When are we going to drive?" .................

To get more stories like this click here for your e-book or book.