Technology During the Demo Drive

Objectives of the Tech-Focused Demonstration Drive

To demonstrate how a particular technology meets the customer’s needs

To demonstrate ease of use

The PEFC Model

PREPARE EXPLAIN FOCUS CONNECT

“I’m going to demonstrate the Parking Assist sensors.”

“This feature is always on, so I don’t have to set anything. But if you want to switch it off, you can use this button.”

“We’re backing up, and when we get within two or three feet of that car behind us, we’ll hear beeping. Do you hear that? And now hear that continuous tone? That means we’re really close—a foot or less.”

“Parking Assist can help you keep your car in great shape—no dings or dents in the bumpers, which can definitely save you money in bodywork.”

Let customers know what to expect – tell them what you’re about to demonstrate.

Provide clear instructions about what you are doing.

Focus the customer while the action is happening by pointing out how the vehicle handles or responds.

Relate the experience to your feature-function-benefit presentation and the customer’s buying motivations.

Phases of the Tech-Focused Demonstration Drive

Customization Setting Expectations Sales Consultant Driving Demonstration The Consultant-to-Customer Transition Customer Driving Experience

Customization

Which features will be demonstrated, based on the customer’s:− Answers to Importance questions?− Answers to Needs questions?

Which features were not presented in the walkaround?

How will the features be demonstrated, based on the customer’s:− Answers to Familiarity questions?− Answers to Usage questions?

Setting Expectations

Explanation of test drive procedure Explanation of test drive route Preview of operation Preview of performance

Sales Consultant Driving Demonstration

Prepare customer before every demonstration− What you are going to do− How it benefits that customer

Ask permission to perform dynamic demonstrations of technology− Anti-lock braking system− Electronic stability control− Adjustable motor-driven power steering− Lane Departure Warning System− Smart Cruise Control

Sales Consultant Driving Demonstration

Focus on ease of use when operating active technology− Audio system− Navigation system− Heating, ventilation and air conditioning controls

Conclude in a safe, comfortable and scenic location

The Consultant-to-Customer Transition

Teach customer to personalize vehicle settings

Help customer engage technologies that can be used when vehicle is stopped− Assurance Car Care mobile app− Blue Link navigation function− What about phone pairing?

https://www.hyundaiusa.com/BlueTooth/index.aspx

The Consultant-to-Customer Transition

Customer Driving Experience

Allow customer to drive

Speak only to:− Provide instructions− Ask for feedback− Answer questions− Alert customer to any unsafe situations

Be sure customer experiences both passive and active technologies

Additional Hyundai Priority Practices for Demonstration Drive

Make the vehicle comfortable

Follow the pre-planned route that suits the customer

Conclude with a closing question