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PRODUCT PRESENTATION

Sales

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WHY DO A PRODUCT PRESENTATION ?

Even when spending a small amount of money, Customers expect to beable to see and experience their potential purchase. It follows, therefore,that when considering what for most people is the second biggestpurchase of their life, a professional product presentation is vital.

EV Customers will be particularly attuned to the features that make thisvehicle different from all others so you’ll need to address EV-specificdetails during your presentation.

A well-tailored presentation is also an ideal opportunity to demonstrate tothe Customer that you have listened to their needs and wants duringqualification and will therefore help to build rapport.

By relating the vehicle’s key features to real life benefits and day to dayexperiences of the Customer, you will enable them to visualise real needsand see how this is indeed the right vehicle for their lifestyle and priorities.Make a point of matching the information gleaned during the Qualificationprocess with the features that fit most with their profile.

Accessories are a key element of the presentation and should introducedwherever relevant. Display of accessories on showroom cars will greatlyassist this process.

Please note that there are general rules for presenting the product in theshowroom:

• Commercial or factory documentation or labels (inside or outside) should not be visible or fixed to the vehicle.

• Windows should be closed on every car.• Doors, bonnet and boot should be closed but unlocked.• Vehicle lecterns should display the correct price information.• Use showroom plates with the name of the model.• Wheels should be clean and in line with the car.


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CUSTOMER REQUIREMENTS

• A Sales Team who have expert knowledge of the vehicle range• To be treated with courtesy and professionalism • The full attention of the Sales Executive• To be able to sit in the model of their choice• A professional presentation of their model of interest tailored to

their needs

Some Customers may be concerned about operating and maintaining an EV soit’s important to quell any anxieties they may have by pointing out all theconvenient means developed to stay relaxed and in control, e.g. Charging options,Home Charging Supplier and Nissan CONNECT EV.

Nissan CONNECT EV is an IT system enabling two-way data transfer between the vehicle and a database known as GDC (Global Data Centre).

This system has two main objectives:

Reduce Customer ‘range anxiety’ by providing tools to manage battery use and to monitor charge.

Retrieve anonymous data from EVs in ‘real life’ conditions to understand battery performance.

FLOWCHARTProduct Presentation

Make sure you have fully qualified the Customer

Commence the Walk-around presentation. If the Customer has a specific point

of interest, start there

Confirm with the Customer that the presented vehicle actually meets their needs.

PROCESS

ACCOUNTABLE : SE = SALES EXECUTIVE

Once you have satisfied their requirement at this point, use the structured

approach to present the rest of the vehicle

Focus especially on features and benefits that directly address the Customer’s

buying needs. Always finish with the Customer sitting in the driver’s seat.

Focus on those features and benefits that are relevant to the Customer.

Incorporate Accessories into the presentation. Accessories are an easier sale

when introduced during the Product Presentation rather than as a bolt-on

afterwards

1 RIGHT FRONT

SIDE 4 REAR VIEW

3 PASSENGER

SEAT2 FRONT

VIEW/ENGINE

5 DRIVERS

SEAT/INTERIOR

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PROCESS

1.Right Side Front. Show the vehicle’s design

Point out the vehicle’s headlight system

Explain vehicle exterior dimensions

2.Front View Engine. Explain the choice of engines and transmissions and

discuss the suitability of petrol, diesel.

Explain the following basic features: • Max Power, Max Torque, Max Speed,

Acceleration (0-60 mph) • Fuel economy • Total cost of ownership

Explain the following technical features according to the needs and

preferences of the Customer: • Manual transmission • Automatic transmission

• Suspension of the vehicle • Steering system of the vehicle.

Point out safety features such as ABS, ESP and braking systems

Point out any additional exterior technical features such as rain sensors and

automatic headlights

3.Passenger Seat. Explain the following passenger safety features: • Airbag

systems (driver side, passenger side, doors, windows) • Seatbelts for front and

back seats • Safety headrest systems • ISOFIX mountings for child seats • Any

applicable positive ratings in safety assessment programmes (e.g. EURO-NCAP)

Explain the following vehicle security features:

• Central locking with anti-hijack features (NATS)

• Keyless entry with super locking

• Software/Audio lock immobilizer

4.Rear View. Open the boot and explain the following:

• Available luggage space and additional adjustable space options (depending

on model) • Location of the spare wheel and repair kit • Give the following

information on fuel consumption: • Fuel tank capacity in litres • Average fuel

consumption (miles per gallon) •


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PROCESS

5.Drivers Seat Interior. Invite the Customer to sit in the driver’s seat. Based on an

imaginary line down the centre of the steering column explain items to the right

of the line standing or crouching next to the Customer and then walk around the

front of the vehicle, sit in the passenger seat and explain those items to the left

of the imaginary line. Invite any companions to sit in the back. Emphasise

visibility out of the vehicle when sitting in the car. Explain the interior design of

the car pointing out the following: Seats • Dashboard • Controls

• Steering wheel adjustment • Explain electronic features pointing out the

following (where applicable): • Audio • Nissan CONNECT • Satellite Navigation •

On-board trip computer • Air-conditioning / Climate Control • Rear view camera

/ Parking sensors • Friendly Lighting system • 12 volt Power Supply

Explain the storage areas/special features pointing out the following: • Cup

holders • Internal storage areas • Driver’s storage shelf • Other special features

of interest for the Customer

Be sure to address any further needs/concerns of the Customer including:

• More detailed explanations of the engine/ technical features • Information on

periodic maintenance • Information on warranty.

Sell the benefits of buying from your dealership • You • The dealer team • After

sales services • Nissan Assistance • Service Plans • etc.

Present YOU+NISSAN, its services and benefits

MOVE TO DEMONSTRATION DRIVE


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The Qualification process is described in section 3. Ensure before starting theProduct Presentation that you have sufficient knowledge of the Customer andtheir needs to carry out a professional Product Presentation tailored specificallyto their requirements.

REMEMBER: Qualification continues throughout the whole sales process – usewhat you learn to help sell the vehicle.

This is especially true for EVs. It’s essential to help your Customer make the right choice. During qualification you should have checked their lifestyle, daily driving requirements, probable charging and driving habits.


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Walk-around presentation

• If the Customer has a specific point of interest, start there.

• Once you have satisfied their requirement at this point, use the structuredapproach to present the rest of the vehicle.

• Develop your own natural style and flow – do not be a robot!

• Focus especially on features and benefits that directly address the Customer’sbuying needs.

• Always finish with the Customer sitting in the driver’s seat.

• Confirm with the Customer that the presented vehicle actually meets theirneeds.

• Accessories are an easier sale when introduced during the Product Presentationrather than as a bolt-on afterwards.

HOME CHARGING SUPPLIER

Show the Customer an HCU wallbox, and demonstrate the charging process.

Point out the key Customer benefits:

Quicker – reduces full charge time to 8 hours or 4 hours for LEAFs with the upgraded on-board charger using a 32A HCU.

Convenient – “Park and plug” - lead takes seconds to connect. Reassuring – installed by qualified electricians.

1 RIGHT FRONT

SIDE 4 REAR VIEW

3 PASSENGER

SEAT2 FRONT

VIEW/ENGINE

5DRIVER’S

SEAT/INTERIOR


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• DO focus on those features and benefits that are relevant to the Customer.

• DO NOT “feature dump” by listing features which may be of no interest to theCustomer.

Please refer to the relevant product guide for further details. These can beaccessed on Nissan Online/N-GAGE.

1. RIGHT FRONT SIDE• Show the vehicle’s design.• Point out the vehicle’s headlight system (low energy consuming for EV).• Explain vehicle exterior dimensions.• Highlight EV’s eco-friendly, recycled manufacturing materials.

2. FRONT VIEW/ENGINE• Explain the choice of engines and transmissions and discuss the suitability

of petrol, diesel and EV.• Explain the following basic features:

- Max Power, Max Torque, Max Speed, Acceleration (0-60 mph)- Fuel economy- Total cost of ownership

• Point out that EV only has one type of motor and transmission.• Show the electric motor.• Point out that the lithium-ion battery is safe, powerful and durable.• Show normal and quick charging ports.• Explain the charging methods: normal and quick charge (including charging

time)• Specify that quick charge stations are displayed on the navigation screen.• Explain that a cable is delivered with the car for charging at home and at

public charging stations.• The quick charge cable functions the same way as the normal cable. Just

plug the quick charge cable into the Quick charge socket.• Point out where the relevant charge status is displayed.

Note that the only regular maintenance is to replenish the windscreen washerfluid (no oil or coolant needed).


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• Explain the following technical features according to the needs andpreferences of the Customer:

- Manual transmission- Automatic transmission- Suspension of the vehicle- Steering system of the vehicle

• Point out safety features such as ABS, ESP and braking systems.• Point out any additional exterior technical features such as rain sensors,

automatic headlights.• Point out EV’s intelligent “approach warning” (vehicle sound for

pedestrians).• Explain the regenerative braking system.

3. PASSENGER SEAT• Explain the following passenger safety features:

- Airbag systems (driver side, passenger side, doors, windows)- Seatbelts for front and back seats- Safety headrest systems- ISOFIX mountings for child seats- Any applicable positive ratings in safety assessment programmes (e.g.

EURO-NCAP)

• Explain the following vehicle security features:- Central locking with anti-hijack features (NATS)- Keyless entry with super locking- Software/Audio lock immobiliser

4. REAR VIEW• Open the boot and explain the following:

- Available luggage space and additional adjustable space options(depending on model)

- Location of the spare wheel and repair kit (no spare for EV)- Charging cable- No exhaust pipe for EV (zero emissions)

• Give the following information on fuel consumption:- Fuel tank capacity in litres- Average fuel consumption (miles per gallon)- CO2 mass emission


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5. DRIVERS SEAT/INTERIOR• Invite the Customer to sit in the driver’s seat.• Based on an imaginary line down the centre of the steering column explain

items to the right of the line standing or crouching next to the Customerand then walk around the front of the vehicle, sit in the passenger seat andexplain those items to the left of the imaginary line.

• Invite any companions to sit in the back.• Emphasise visibility out of the vehicle when sitting in the car.

• Explain the interior design of the car pointing out the following:- Seats- Dashboard- Controls- Steering wheel adjustment

• Highlight Indicators and warning lights to assist driving range managementparticularly those which are major EV elements (e.g. eco mode shift).

• Explain electronic features pointing out the following (where applicable):- Audio- Bluetooth- NissanCONNECT EV (incorporating: real-time charging network

information, remote battery level check, remote charge control andremote climate control)

- MP3 connectivity- GPS Satellite Navigation- On-board trip computer- Air-conditioning/Climate Control- Cameras/Parking sensors/AVM- Friendly Lighting system- 12 volt Power Supply- Colour touch screen- Unique EV navigation system

• Invite the Customer’s companions to sit in the driver’s seat

• Explain the storage areas/special features pointing out the following:- Cup holders- Internal storage areas- Driver’s storage shelf- Other special features of interest for the Customer


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Be sure to address any further needs/concerns of the Customer including:

• More detailed explanations of the engine/technical features.

• Information on periodic maintenance.

• Information on warranty.

Present the Home Charging Supplier package and explain the steps to installation and explain the Customer journey for HCU installation .

BATTERY LEASING OPTION – FLEX

Battery leasing is an affordable, reassuring and flexible EV Customer proposition:

Affordable: e.g. LEAF FLEX versions are more affordable than the LEAF versions on the Buy/Buy scheme so the Customer has a lower initial outlay. The Customer spreads the cost of the battery making the vehicle more affordable.

Reassuring: the battery performance is guaranteed for the duration of the battery lease contract and if battery capacity falls below 9 bars after a full

charge, as indicated on the dashboard monitor, the battery will be repaired or replaced. Full 24/7 breakdown Roadside Assistance and courtesy vehicle for the duration of the battery lease contract. These benefits are transferred to the next Customer for the ‘life’ of the vehicle.

Flexible: the Customer can choose the term and annual mileage of the contract that suits them and can make changes up to 3 months prior to the end of the contract, at no additional charge.

You+Nissan EV – These Customer Commitments have been developed to assure Customers that owning a Nissan EV is affordable and convenient, so make sure that you go through them with all Customers to quell any anxieties they may have.

Sell the benefits of buying from your dealership

• You+Nissan - our promise your experience

• The dealer team

• After sales services

• Lifetime Nissan Roadside Assistance

• Service Plans

MOVE TO DEMONSTRATION DRIVE


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DON’T

• Adopt a natural and friendly manner

• Be enthusiastic - create the ‘’wow’’ factor

• Use open questions• Listen attentively• Feedback your understanding

of what the Customer says• Divert all phone calls to give the

Customer your undivided attention

• Know your product and the competition

• Admit when you don’t know – “I don’t know, but let’s find out’’

• Use brochures, literature etc. to support the sale

• Tailor the presentation and demonstrate accessories according to the Customer’s needs

• Let the Customer determine the distance between you

• Use positive words and phrases• Involve the Customer and

anyone with them• Quell any anxieties• Emphasise the car as part of an

eco-friendly lifestyle• Emphasise the car’s innovative

technology

• Pre-judge the Customer –appearances can be deceptive

• ‘Knock’ the competition• Feature dump• Display negative body language -

hands in pockets, arms folded• Use technical jargon which may

confuse the Customer• Be vague

DO

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