7. Delivery

-Steps that car salesmen use to sell cars.

Step Seven: Delivery - Salesman's Goal: CSI and Referrals.

The Delivery is the seventh step of the salesman’s process. This step is often overlooked by the salesman because they have already closed the deal. However this step is done to religiously by experienced salespeople.

During the delivery, the salesman will explain all the operations of the vehicle. Describe the maintenance required and familiarize the customer with the service department.

Salespeople that perform this step usually have fewer customers that suffer from “buyer’s remorse” and will want to return the car the next day.

Also, they can improve their CSI scores by spending time to familiarize the customer with every aspect of the vehicle. Of course, some salesmen will use this opportunity to "coach" the CSI score, (see the article on CSI here).

Most importantly, skilled salespeople will use this delivery step to solicit their customers for future referrals.

After reading and understanding these steps you will be amazed by how many salespeople will strictly follow them to the letter. Keep in mind, it is important to know of these steps so you can use them to your advantage and control your time at the dealership.

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