Podcast
Questions and Answers
What does the 'Feature, Function, Benefit + Check-in' formula aim to achieve?
What does the 'Feature, Function, Benefit + Check-in' formula aim to achieve?
It is essential to ask a client for permission to capture photos or videos during the sales process.
It is essential to ask a client for permission to capture photos or videos during the sales process.
True
What is the significance of providing visual evidence during the sales process?
What is the significance of providing visual evidence during the sales process?
Clients believe what they see, not just what they hear.
The formula to build value and confidence in a product includes Feature, Function, Benefit, and __________.
The formula to build value and confidence in a product includes Feature, Function, Benefit, and __________.
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Match the components of the dealership's value proposition with their descriptions:
Match the components of the dealership's value proposition with their descriptions:
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Which of the following is NOT a feature that your dealership may promote?
Which of the following is NOT a feature that your dealership may promote?
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Comfort is a benefit that corresponds with controlling the handling of a product.
Comfort is a benefit that corresponds with controlling the handling of a product.
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What is the purpose of understanding customer wants, needs, and priorities?
What is the purpose of understanding customer wants, needs, and priorities?
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The full-service dealership offers everything __________ to enhance customer experience.
The full-service dealership offers everything __________ to enhance customer experience.
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Match the feature with its corresponding benefit:
Match the feature with its corresponding benefit:
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What should be emphasized when ensuring 100% client confidence during the decision-making process?
What should be emphasized when ensuring 100% client confidence during the decision-making process?
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The 'value beyond the boat' is an important factor for clients to consider.
The 'value beyond the boat' is an important factor for clients to consider.
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Why is it important to check all the boxes when summarizing a client's needs during the decision-making process?
Why is it important to check all the boxes when summarizing a client's needs during the decision-making process?
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The decision-making process involves how important various factors are to the client, which can be rated on a scale from 1 to _____.
The decision-making process involves how important various factors are to the client, which can be rated on a scale from 1 to _____.
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Match the following priorities with their scales of importance:
Match the following priorities with their scales of importance:
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What is the first step in building value and client confidence?
What is the first step in building value and client confidence?
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Using deep product and industry knowledge is critical for building client confidence.
Using deep product and industry knowledge is critical for building client confidence.
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Name one effective question to ask during the Client Consultation.
Name one effective question to ask during the Client Consultation.
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The __________ recipe is used for great follow-up, prospecting, and personal marketing.
The __________ recipe is used for great follow-up, prospecting, and personal marketing.
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Match the following steps with their associated objectives:
Match the following steps with their associated objectives:
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Study Notes
The PREMIER Guest Experience
- The PREMIER Guest Experience focuses on building value and client confidence through interactions.
- Every interaction is an opportunity to build value and client confidence.
- Three steps are key to building confidence in client interactions:
- Understanding and meeting client needs.
- Matching product value and dealership value to client priorities.
- Providing confidence in the decision-making process and the ownership decision.
- Effective communication skills and tools are used in each step.
Client Consultation
- Discover client priorities and concerns through effective questioning.
- Visual representation of a proven process is a valuable aid in making the interactions clear.
- Providing buyer's guides helps enhance credibility and improves information exchange.
- Identifying and responding to common concerns can be addressed through a checklist.
Product and Dealership Value
- The value of products and dealerships is validated by focusing on features, benefits, and personal relevance.
- Mastering product features and adding dealership features builds value and confidence.
- The use of "Feature, Function, Benefit + Check-in" method maximizes value and builds confident ownership decisions.
- Prioritizing client concerns and understanding their primary 3-5 top priorities.
- Providing presentations in boats and on-the-water experiences make the demonstrations more appealing.
- Including evidence for client reassurance, such as testimonials, videos, and graphics.
Ownership Decision
- A checklist for turn-key ownership decisions guides and clarifies client understanding.
- Addressing client concerns, challenges, or doubts confidently using appropriate responses helps them decide.
- Using the phrase "Give to get" by presenting client information from online applications, maps of preferred areas, brochures for current promotions and upcoming events.
- Managing transitions by capturing key information in the CRM system from different channels (emails, texts, etc).
- Confirming top priorities and products of interests helps focus interactions.
- The goal is to build 100 percent confidence in the boat, the value, and potential for action to finalize the purchase.
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Description
This quiz delves into the principles of the PREMIER Guest Experience, focusing on how to build client confidence and communicate effectively. Learn about the crucial steps in understanding client needs and matching them with dealership value. Test your knowledge on effective communication tools and consultation strategies.
