Welcome to Sales Consultant Success Tips. A participant from one of our workshops shared an interesting experience he had with his father. He accompanied him to pick up his new Porsche. Once at the dealership, he found his new “dream vehicle” underneath a silky car cover with the Porsche logo embossed on the top where it covered the hood. Prior to the unveiling, the Sales Consultant announced, “Let’s congratulate Mr. Rowe and give him a round of applause.” How can you and your dealership create a $300,000 delivery experience? The following ideas are currently practiced by both entry level and luxury brands across Canada and the United States. Although you may not be able to implement all these ideas (some of them are quite impressive), they are designed to create some inspiration to make your vehicle deliveries memorable. A BMW dealership in Los Angeles videos their client from the moment they walk in to pick up their new vehicle until the moment they drive it off the lot. Filming is done by their in-house videographer. It is edited and set to music and provided to the customer a few days following. Snippets are also used by the dealership and Sales Consultant for their social media – with the client’s permission of course. A Chrysler dealership in White Rock, B.C. has an enclosed trailer painted with new vehicles and exciting images and delivers new vehicles to customers at their homes. The trailer is opened from the back and the vehicle is driven down ramps onto the street in front of the customer’s home for all the neighbourhood to see. Neighbours walk over and join the event. A Cadillac dealership in Toronto plays the client’s favourite album and song on the dealership’s paging system toward the finale of their vehicle delivery. This same dealership presents the key fobs by a Sales Consultant wearing white gloves with the fobs resting on a gold pillow embossed with the Cadillac logo. The client receives the fobs and keeps the pillow. A Mercedes-Benz dealership in Montreal features an in-door delivery pod. The enclosed area is lightly scented with either a female perfume or a male cologne. The vehicle is hidden under a custom car cover. Two Sales Consultants do a dramatic and theatrical tug of the car cover to reveal the new vehicle. A RAM dealership in Kansas City also has an indoor delivery area. The vehicle is revealed to the customer on a rotating turntable. A Toyota dealership in Seattle has a Delivery Row in front of the dealership. The vehicles are all presented with a giant bow wrapped all around and a large gift basket filled with local cheeses, meats and delicacies waiting in the front seat. A GM dealership in Winnipeg will ask the customer for a testimonial (on video) that has them talk about their purchase experience and why they chose the dealership and Sales Consultant. With all these reveals, Sales Consultants capture video – even if it’s just a minute or two. Think of the impact. Some customers will post their reveal videos (with you in them) on all their social media platforms for all the world to see.
Consider joining us for our 1-day How to Sell Cars Using Social Media or our many other Sales Consultant Professional Development seminars and workshops.
I’m Hector Bosotti with Wye Management.
Hector Bosotti is a National Trainer and Consultant for Wye Management. E-Mail: hbosotti@wyemanagement.com Mobile: 647.292.4503
