If there’s one aspect of the vehicle purchase process that customers complain most about – is when their sales professional constantly disappears from their desk, going back and forth to managers hidden in a glass tower – for answers.
A truly effective and engaging sales presentation is one that is done with all information presented completely upfront and when the salesperson clearly demonstrates that the customer’s time is extremely valuable. You should have all the information you need in your hand to answer all your customer’s questions about the vehicle, the dealership, and financial options.
If you need to leave your customer sitting at an empty desk while you track down reconditioning records or to get a manager to print the OEM Window Sticker – you will lose credibility. As you do, the profitability of your deal will slowly diminish. All the information that your customer needs to make a purchase decision should be available on your screen as you are conducting your sales presentation.