The vehicle walkaround is a methodology to further your accessory process
Using the Insignia Group accessory system makes you an instant accessories expert, and the vehicle walkaround is a methodology to further this process.
Be careful not to discuss specific accessory details or prices at this point. If you do, you risk having the customer ask to roll the accessories into the deal, likely to involve discounting the accessories. You’re just introducing the idea that accessories are available to enhance your customers' enjoyment, so it’ll be easy to continue that conversation after selecting their new vehicle.
When should the vehicle walkaround occur? Accessory rock stars perform a mini-vehicle walkaround before any test drive. Then, they perform a complete one upon return.
We recommend having vehicles preloaded on the showroom floor with labeled accessories. With this method, you don’t need specifics for each model; you just talk about its accessories.
Your store may require you to cover what’s already available on the vehicle or what is recommended, such as the factory items such as the engine, drive train, and transmission. Point out the accessories and their benefits for their vehicle at this time.
You can start the conversation with a customer needs assessment. The needs assessment is a short interview with the customer to review their pain and pleasure points. Be sure to tailor the walkaround based on the answers.
Customers could have different hot buttons, such as comfort level or protection. Even if a hot button is not preloaded, it may be available for purchase. Show them where the accessory will go and tell them they’ll “see what it looks like using the Insignia Group accessories system.”
If you introduce accessories as available early on, the conversation will be easier after closing the deal. Be consistent and make it part of your presentation every time!