TO: Sales Consultants & Sales Managers
SUBJECT: SSI Quick Tips #6 – A Longer Demo Drive Can Improve Close Rates
Date: May 9, 2019
Studies show that the longer the demo drive, the more effective the drive was at winning a sale. The idea is to make the route long enough to get your prospective customer fully comfortable with the driving experience and showcase all that the vehicle has to offer.
Below are some tips for ensuring a seamless and effective demo drive with your customer. You can properly highlight the dynamic strengths and vehicle features that will excite your customer by simply selecting a demo drive route with a variety of road surfaces and driving environments.
Depending on the Kia vehicle and the customer’s needs, your demo drive may include:
- Freeway on-ramp – Demonstrate the quick and responsive acceleration
- Freeway/Highway cruising – Demonstrate the Advanced Smart Cruise Control* (ASCC)
- Passing – Demonstrate the engine response/acceleration, pointing out the low noise
- Long, curvy roads – Demonstrate the ideal steering feel and seat bolster support
- Freeway off-ramp – Demonstrate the brake pedal feel and firm steering response
- Parking – Demonstrate the steering assist, clear sight lines, and advanced technologies such as Rear View Monitor w/ Parking Guidance* (RVM w/ PG) and Rear Cross-Traffic Collision Warning* (RCCW) if equipped
Taking full advantage of the time you spend with your customer during the demo drive will increase the customer’s desire for the vehicle and improve close rates and sales.
Sincerely,
Kia Motors America, Inc.
Huy Ngo,
Senior Sales Satisfaction Manager
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