Customer browsing the lot? Click below to watch Jordan familiarize his client with how his dealership focuses on the customer by providing the iPacket every time.
Video Transcript:
When we talk about how iPacket works on the lot, we focus on two of its many functions. The first is greeting customers who are browsing and answering any questions they may have about a particular vehicle.
For example, if a customer asks about the car fax report, we can simply pull out our phone, search for the car, buy stock number and show them the car fax.
We can then go over the report with them and address any questions they may have before returning to our walk around. We don't need to give the customer all the information about the car at once as this may overwhelm them and reduce our leverage to bring them back inside.
For example, we can focus on answering their specific questions and providing them with excellent information that helps them make the right decision.
Here's an example dialogue that we may use with a customer.
Hi, welcome to my name's Jordan. Great to meet you!
Have you shopped with us before? We do things a little differently so I want to make sure you're familiar with our culture.
Our dealership is geared toward you, the customer.
How can I assist you today?
If you're interested in this car, I do have a car fax available for you to review.
Let me pull it up on my phone and we can look together as you can see, it's a 100 vehicle with a clean history report.
At this point, we're going to go into the vehicle walk around talking about all the options and equipment and answering any questions they may have about this vehicle.
Now, Mr./Mrs. customer, let's get everything ready for you to experience this car for yourself.
These vehicles have over 13,000 parts and after they've been driven, they all react differently.
That's why it's so important for you to experience driving the car for yourself.
Go ahead and get comfortable behind the wheel and I'm going to be available to answer any questions you may have along the way you're on the test drive and the customer feels very good about the car on your way back as you get close to the dealership.
Say I want you to know in addition to the car facts, I have a full history and reconditioning report available.
It's got a lot of detailed information you're not used to receiving and quite frankly can be difficult to get your hands on when we get back to the dealership.
We'll go inside, I'll review all that information with you so it is important to have excellent information so you can make an excellent decision.
Follow me and let's look at that information together.