Máxima Conversão Aula 11 Scripts de Opcionais Exclusivos

Summary

This video script focuses on how to effectively present optional car features to potential buyers. It emphasizes the importance of providing detailed, engaging explanations that go beyond simple feature listings. By elaborating on aspects like air conditioning, multimedia systems, leather seats, and safety features, the speaker demonstrates how to highlight the unique value of each option, increasing customer interest and improving the chances of making a sale. The goal is to empower car salespeople to offer a deeper understanding of the vehicle's offerings, making the selling process more efficient and convincing.

Takeaways

• 😀 Explaining vehicle options in detail is essential, whether over the phone, WhatsApp, or in person. The more thorough the explanation, the better the chance of engaging the customer.
• 😀 When highlighting vehicle features, such as air conditioning or leather seats, it's important to go beyond basic descriptions and explain the full functionality and benefits.
• 😀 Mentioning specific details about the air conditioning system, such as separate controls for the driver and passengers, adds value and enhances the customer's understanding.
• 😀 Simply listing features like air conditioning, leather seats, or a sound system is insufficient. It's critical to explain how each option works and why it's valuable.
• 😀 Describing the quality and functionality of the vehicle's interior, like leather seats, should go beyond the surface level. Highlight special features like sports stitching or specific colors.
• 😀 It's important to educate the customer on the specific functionality of various features, such as electric windows and locks, to avoid confusion.
• 😀 Avoid vague terms like 'alarm system' or 'electric windows' without providing context. Clarify the details, such as which windows are electric and the specific capabilities of the alarm system.
• 😀 Clarifying technical terms like 'electric steering' or 'hydraulic steering' and explaining their advantages (e.g., ease of handling or fuel efficiency) helps customers make informed decisions.
• 😀 When selling used cars, highlight the brand and quality of the vehicle's accessories, such as the stereo system. Brand names like Pioneer or Sony give customers confidence in the vehicle's value.
• 😀 Providing value to the customer by explaining the benefits of ready-to-use options, such as a pre-installed radio, reduces the time and cost they might spend adding accessories later on.
• 😀 It's essential to emphasize the ease and convenience of the vehicle's current condition, especially regarding functional accessories. This can help close a sale faster and prevent unnecessary delays for the customer.

Q & A

What is the key to explaining vehicle options correctly?

The key is to provide detailed explanations for each optional feature. Instead of just listing basic features like 'air conditioning,' you should explain how they work, such as differentiating between the front and rear air conditioning systems or specific controls.

How should you highlight optional features for used cars, such as air conditioning?

For used cars, simply stating 'air conditioning' is insufficient. It's important to explain the system in detail, such as whether it has separate zones for driver and passenger temperatures or if it includes air conditioning for rear passengers.

Why is it important to detail specific features like the radio in used cars?

Detailing the radio brand and functionality adds value. Instead of just stating 'radio included,' specify the brand and features (e.g., Pioneer or Sony) and highlight that it’s in perfect working condition to avoid the customer having to replace it.

What mistake should you avoid when describing car options?

Avoid vague descriptions like 'the car has air conditioning' or 'it’s fully equipped.' These statements don’t provide enough information. Instead, explain how the features work and their specific benefits to the customer.

How can you make car features more appealing during a sale?

By explaining the benefits and practical usage of each feature, like describing how a car's leather seats feel or how a navigation system works. This creates a stronger connection with the customer and adds value to the sale.

What does 'direção elétrica' and 'direção hidráulica' refer to in car options?

'Direção elétrica' refers to electric power steering, which makes the car easier to steer. 'Direção hidráulica' is hydraulic power steering, which also assists with steering but uses a hydraulic system. Both need to be explained clearly to potential buyers.

What is the importance of explaining car safety features like sensors and alarms?

Explaining safety features such as rear sensors or alarms helps to demonstrate the car’s value. Customers appreciate understanding how these features work and the added safety they provide.

Why is it essential to go beyond simple descriptions of features like alloy wheels?

Describing the size of the wheels (e.g., 18-inch alloy wheels) and their benefits (e.g., lighter weight, better fuel efficiency, improved handling) provides the customer with more information and increases the perceived value of the vehicle.

What should you highlight when discussing the multimedia system in a used car?

For used cars, it’s crucial to mention the brand and functionality of the multimedia system (e.g., Pioneer or Sony). This assures the buyer that the system is in good condition, and they won’t have to worry about replacing it.

How does providing specific details about features help during the negotiation process?

By providing detailed information upfront in marketing or sales conversations, you address common customer questions and concerns, making the negotiation smoother and faster. This helps build trust and shows the customer that you understand the value of each feature.