The PREMIER Guest Experience Quiz

A technique for guiding clients toward a confident decision by thoroughly exploring their priorities, addressing their concerns, and ensuring a comprehensive understanding of the product's features and benefits.

A summary that reinforces the alignment between the client's needs and the product's capabilities, addressing key priorities and addressing any remaining questions.

A client-centric approach that involves actively engaging the client in a guided conversation, asking open-ended questions to understand their unique needs and preferences, and building a strong foundation for a confident purchase decision.

A scale used to determine the relative importance of various features and benefits to the client, enabling a personalized approach to product selection.

The process of identifying the client's current stage in their buying journey, allowing for tailored communication and guidance to move them towards a confident decision.

Questions designed to understand a client's needs, preferences, and concerns regarding a new boat purchase. These questions help guide the sales process towards a mutually beneficial outcome.

Utilizing questions that focus on the client’s current boat ownership, their boating habits and location, and their specific reasons for wanting a new boat. These key questions provide a starting point for gaining insights into the client’s needs.

Questions aimed at understanding the client's decision-making process, timeline, and any potential obstacles. These questions aim to gain clarity on the client's readiness to make a purchase and potential roadblocks.

Asking clients about their budget and other factors that are essential to them besides the boat itself (like dealership support). These questions help uncover the client's holistic priorities.

A visual representation of the sales process, used to illustrate the different stages of the client journey and to ensure a smooth and effective transaction.

A benefit that emphasizes the ease of use and accessibility of your products or services.

A benefit that highlights the trustworthiness and reliability of your dealership and products.

A benefit that emphasizes the unique style and appearance of your products.

A benefit that emphasizes the variety of features and options offered by your products.

A benefit that emphasizes the comfort and peace of mind provided by your products or services.

Building a confident client decision is the ultimate goal. The process of building this confidence is called an 'ownership decision', and it is achieved by using tools and tactics designed to build trust and enthusiasm.

A formula that helps create value and confidence during a dealership experience. It involves highlighting Features, Functions, and Benefits of a product or service, followed by checking in with the client to confirm if those aspects are important to them.

"Why Buy Statements" are declarations that highlight the features and benefits of a dealership, its products, and its services.

The "close" in a sales process is simply a summary of what the client has already agreed upon. It reinforces their positive decisions and moves them towards a confident commitment.

When a client has not fully committed to a purchase during the close, it is helpful to identify and prioritize the client's remaining concerns. By addressing these concerns, you can continue building confidence and moving towards a successful decision.