Accessory Sales 101 Part 2: Delivery

Tom Lombardo: Hello again! Welcome back to accessory sales 101. Now that we’ve seen how to introduce accessories, we are going to take a look at how to present them.

It’s a good idea to start off controlling the screen, showing the customer how it works, and then hand over the reins.

We are back with our same customer and dedicated accessory rep. Keep in mind though, your salespeople could do this same presentation. Let’s go ahead and get started…

Dedicated Rep: Check out your new truck! You can see the front, the back, and the inside. Now, I noticed that you had a tool box on your previous truck. Let’s add one to your new truck. We actually have them in chrome and black. You can select both to see which you like better.

Customer: I think I like the chrome.

Dedicated Rep: Good choice, I think that’s going to come in handy on the job site. We have a number of different categories here that we can browse through. I’ll help you look at our virtual store.

Customer: Oo! A remote start! That would be great for those cold days…

Tom Lombardo: Remember to point out any packages your dealership offers. Make them aware of how little these items are costing them by showing the monthly payment.

Dedicated Rep: Excellent. Look, we can add a remote start right here, and it’s only going to increase your monthly payment by just a few dollars.

Tom Lombardo: Research shows it typically takes a person at least five minutes to consider a purchase so a successful accessory presentation is usually about 6 – 10 minutes long.  

Guide the customer through the different categories. Some may be so enthusiastic they want to drive the presentation themselves and that is completely fine. It turns a sales experience into a shopping experience.

Thank you for watching our best practices for delivering the accessory presentation. The next video will explain how to close an accessory sale.