Accessory Sales 101 Part 1: Introduction

Tom Lombardo: Hello, welcome to accessory sales 101. I’m Tom Lombardo an AddOnAuto accessory specialist with Reynolds and Reynolds. Today we’re going to go over how to introduce accessories after the vehicle purchase.

There are two ways this can happen depending on if your salespeople sell accessories or if you have a dedicated accessory rep.

The first scenario will be salespeople selling accessories.

These two actors will play the part of our salesperson and customer.

Okay, so you’ve just completed the vehicle sale, the customer traded in an older model truck for a brand new extended cab. Let’s dive in…

 

Salesperson: The finance department is going to take a couple minutes to get your paperwork ready. Are you thirsty? Would you like some coffee or water maybe?

Customer: I think I’m good, thanks.

Salesperson: Since we have time, I’d like show you a little more information about your vehicle. Maybe show you how to personalize your truck. There is no obligation to purchase here, so if you like something we could include it in your financing.

 

Tom Lombardo: It’s important to emphasize you are doing the accessory presentation during wait time, not adding on extra time to the process. Although you are not lessening their time at the dealership you are changing their perception of time spent in your store by keeping them occupied.

Let’s see how to handle push back on the accessory presentation.

 

Customer: Um, I wasn’t interested in purchasing accessories today.

Salesperson: I understand, there’s really no obligation here. I just wanted to show you a few accessories that are popular for your vehicle. If you buy today, the accessories might be part of, or could be part of your extended warranty and they may be able to finance that into your vehicle payment at the same low rate, and that’s better than putting it on that’s better than putting it on a high interest credit card.

Customer: Okay, let’s take a look.

 

Tom Lombardo: It’s important that you introduce the accessory presentation as a low pressure, and high excitement opportunity for the customer to shop! Remember, you aren’t selling them more stuff. They are shopping for items they want.

Now let’s take a quick look at the same scenario with our salesperson and customer, but this time we’re going to add a dedicated accessory rep.

 

Salesperson: This is Nathan, our accessory specialist. He is going to show you a few things while I get your paperwork ready. So David just traded in his F-150 for a new F-150 extended cab. He’s in construction, so you should be able to help him.

Dedicated Rep: Fantastic, have a seat here. You’re really going to like the newer model. Now we have a few things that I think can come in handy when you’re on the job site.

 

Tom Lombardo: When you’re using a dedicated accessory rep, it’s still important to emphasis this will happen during wait time.

You’ll also notice in this scenario, the salesperson mentioned the previous vehicle and what the customer will use the new vehicle for. This gives the accessory rep and idea of how to start the accessory presentation.

Thank you for watching our best practices for introducing an accessory presentation. The next video will explain how to deliver the presentation.