🚗 Showroom to Signature
The Complete Automotive Sales Process Journey
📋 INITIAL ENGAGEMENT
1
👋Meet and Greet
Create a positive first impression and establish rapport with the customer. Welcome them warmly and make them feel comfortable in your showroom environment.
2
❓Qualification with Needs and Requirements
Understand the customer’s specific needs, budget, timeline, and preferences through strategic questioning and active listening.
🔍 PRODUCT DEMONSTRATION
3
🚙Static Demo
Present the vehicle while stationary, highlighting key features and benefits.
5 Step Walk Around: Systematically showcase exterior, interior, engine, technology, and safety features
4
🔍Further Probing and Qualification Questions
Dive deeper into customer requirements based on their reactions to the static demo. Refine understanding of their priorities and concerns.
5
🏃Physical Demonstration
Conduct a test drive to let the customer experience the vehicle’s performance, handling, and comfort firsthand.
6
💭Questioning Referring to Needs and Requirements
Connect the demonstration experience back to the customer’s stated needs and gauge their level of interest and satisfaction.
📊 BUSINESS PROCESS
7
📋FCA (Financial Conduct Authority)
Complete regulatory requirements and compliance checks. Ensure all financial services regulations are properly followed.
8
🔄Part Exchange and Valuation
Evaluate the customer’s current vehicle if they wish to trade it in. Provide fair market valuation and explain the process.
9
💳Finance & Payment Options
Discuss and arrange financing options, including cash purchase, hire purchase, PCP, or leasing arrangements that best suit the customer’s requirements.
10
🎯Trial Closing
Test the customer’s readiness to purchase with assumptive questions or minor commitment requests to gauge buying signals.
🎯 CLOSING PROCESS
11
📝Building a Presentation
Compile all relevant information, pricing, finance options, and benefits into a comprehensive proposal tailored to the customer.
12
🎤Presentation
Deliver the complete proposal to the customer, clearly explaining all aspects of the deal including price, terms, and benefits.
13
🤝Negotiation
Work collaboratively with the customer to address concerns, adjust terms where possible, and find mutually acceptable solutions.
14
💼Asking for the Business
Make a direct request for the customer’s commitment to purchase. Be confident and clear in asking for their decision.
15
✍️Close
Complete the sale by finalising all paperwork, processing payments, arranging delivery, and ensuring customer satisfaction with their purchase decision.