Product Presentation
Disc Profiling
A salesperson should adapt their style to the customer’s personality.
The DISC personality model can help you assess a customer’s personality.
Online Resource
DISC Profiling Explained
Product Knowledge
Excellent product knowledge is essential in order to identify suitable vehicles and then tailor your presentation to customer’s specific needs and wants.
Product knowledge Sources:
-
Manufacturer websites
-
Brochures
-
Franchise Training
-
Vehicle Log and Warranty Books
-
Pricing Cards
-
Third Party Websites eg. Carsales, Motoring, ANCAP,etc
Identify features of particular models and the advantage that relates to a feature.
Tailoring your Presentation
Use a combination of FAB:
-
Features
-
Advantages
-
Benefits
and SPACED:
-
Safety
-
Performance
-
Appearance
-
Comfort
-
Economy
-
Durability
To identify potential benefits to a customer that relate to a particular feature and advantage.
Online Resources
FAB Explained
SPACED Explained
Walkaround Presentation – Six Position Sell
Use FAB and SPACED as you walk around the car starting from the front of the vehicle and finishing with the customer sitting in the drivers seat.
Online Resources
How to structure a walk-around presentation
Walk Around Presentation
How to do a six position sell
Vehicle Presentation
