Sales Manual For: The Ford F-150 Raptor SVT

Table Of Contents
Section Product Features and Benefits Product Description Pre-Approach The Approach Determining the Customers Needs Product Presentation Handling Objections Introducing the Closing the Sell Suggestion-Selling Conclusion Page(s) 3 4 5 6-7 8-9 10-12 13-14 15 16 17

Product Features and Benefits

Feature Hill Descent Control Benefit to Customer Helps Driver focus on steering and instead of the speed that they are moving by automatically applying the brakes when needed while going downhill. Produces 411 horsepower with 434 lb.-ft. of torque. Delivering high-speed performance on flat terrain or high-torque thrust for lowspeed climbing BOLD DESIGN

BIG-BORE 6.2L V8 ENGINE

Unique brick-wall grille design with bold FORD lettering Integrated headlamps and marker lamps Available F-150 SVT Raptor Hood Graphics Package and Exterior Graphics Package

MAXIMUM REAR WHEEL TRACTION

Electronic locking rear differential When engaged, locks rear axle completely to provide maximum traction for both rear wheels Fully integrated with the AdvanceTrac with Roll Stability Control (RSC) system to deliver excellent control, on or off road Internal triple-bypass shocks by FOX Racing Shoxprovide positionsensitive damping Long suspension travel (11.2 inches front; 12.1 inches rear) Designed for the demands of extreme

EXTRA-LONG SUSPENSION TRAVEL

off-roading

Product Description
The F-150 SVT Raptor is perfectly at home on your typical everyday paved road. But going from mild to wild on the most unforgiving terrain a truck can set its tires on now we're talking SVT Raptor territory. The raptor with a 6.2L V8 engine can go 0-60 mph in 6.9 seconds and finish a quarter mile in 15.4 seconds.Comes inclusive with a front view camera that helps an off roader in tight situations without the need of a spotter. This Beast of a machine will devour anything in its path often at speeds more often seen on the highway than off the beaten path. Sure, it may cause hubris, but does that really matter. I dont think so. This truck was made for all ages with its flawless handling, but most the times you either see rich teenagers to young adults driving this vehicle, and maybe the occasional middle aged man during his mid life crisis, but this is truly a vehicle designed for the outdoorsman.

Pre- Approach
Retail or Industrial
The Ford F-150 SVT Raptor is definitely a retail product due to the fact that it can only be bought from Ford car dealerships and goes right from the factory to the lot.

Preparing to Sale the Ford F-150 SVT Raptor

Test drive one yourself Have a positive attitude Study and know all standard and optional features available Have vehicle ready to be test driven Read your sales manual carefully Have beverages or some sort of refreshment on standby Remove any and all stereotypes of people from your mind

The Approach
5

There's no one best way to sell. Your personality and background will determine which type of sales technique is most effective for you. Even if you have a methodology that works well, it's a good idea to try a different approach now and then. Trying new methods keeps you out of a rut, and you may be surprised by how well a new strategy works for you. In fact, many salespeople do best by using a combination of approaches. The Instant Buddy People will be more willing to buy from someone they like. Salespeople who use this approach are warm and friendly, asking questions and showing interest in their prospects. They try to connect on an emotional level with a prospective customer. This approach can be very effective, but only in the right hands. Don't try to make friends with a prospect unless you really mean it people can tell if you're faking it, and they'll be very unhappy with you. You'll also need to do some follow-through to demonstrate that you really do like the prospect. For example, if you chat about the prospect's eleven-month old baby during your appointment, you should follow up by sending a card and/or small gift on the child's first birthday. The Guru Salespeople who prefer a more logical and less emotional approach often set themselves the task of becoming experts in anything and everything related to their industry. They position themselves as problem-solvers, able to answer any question and tackle any issue that the prospect lays before them.The guru approach requires plenty of work learning the relevant information and keeping up with changes in your industry. But if you're willing to put in the time it takes, you can do very well both in selling to your prospects and generating plenty of referrals. Once customers realize what a great resource you are, they're quite likely to send friends and co-workers with questions straight to you. The Consultant This approach combines the 'guru' and 'buddy' approaches. The salesperson who elects to use the consultant approach presents herself as an expert who has the customer's best interests in mind. She knows all about her company's products and by asking a prospect a few questions, she can match him up with the best product for his needs. As an approach that combines the best qualities of the of the first two methods, it's extremely effective. But it also requires a great deal of time and effort on a salesperson's part. You must be both knowledgeable and able to make an emotional connection with your prospects. If you can manage both of these feats, your sales will take off like a rocket. The Networker Networking can be a big help for any salesperson. The dedicated networker takes it to the next level, setting up and maintaining a web of friends, co-workers, salespeople from other companies, customers and former customers, and anyone else
6

he meets. A strong enough network will create an ongoing flow of warm leads that can provide most or even all of the salesperson's needs.With this approach, you'll spend a great deal of time cultivating people. It's a highly effective technique for salespeople who enjoy attending various events, parties, and so on and meeting new people. Just remember that you'll need to reciprocate by doing favors and sending leads back to the people who've helped you in their turn. The Hard Seller Best described as scare the prospect into buying, the hard sell approach is what gives salespeople their bad reputation. Hard selling involves getting someone to buy a product even though he doesn't want or need it. Methods range from bullying (Buy this now or you'll feel stupid tomorrow) to manipulation (If you don't buy from me I'll lose my job) to outright deception (This product has a much better safety record than the competition). No ethical salesperson should use a hard sell approach. Sadly, there are still salespeople who use this type of sales strategy, even though the result is customer who never buy again and, sooner or later, a bad reputation for the company as a whole.

Example Dialogue:
What are you looking for in a car? (Consultant) What can I help you with? (Instant Buddy) I have a friend who says that some of the cars here are the best quality at the best price, do you prefer a certain type of car? (Networker) I know every car here if there is one in particular you looking for Im your man. (Guru) You look like the kind of guy that would drive a truck, like me (Hard seller)

Determining the Customer's Needs

Begin with general questions regarding intended use and previous experience. End with specific questions about the particular features of the product, such as color, size, design, and quantity desired.

Examples:
1. Q: What are you looking for in a car? 2. Q: Have far are you willing to push your car? 3. Q: What is your price range? 4. Q: How much space do you need? 5. Q: Have you heard of the Ford F-150 Raptor SVT? 6. Q: Do you want to take it on a test Drive? 7. Q: Whats Your favorite color? 8. Q:Are you interested in in a GPS? 9. Q:Do you like to ride in style?
8

Q: If you are would you be willing to purchase the Luxury Package? 10: Are you ready to get your new car?

Product Presentation
Features:
Hill Descent Control Big-Bore 6.2L V8 Engine Unique brick-wall grille design with bold FORD lettering,Integrated headlamps and marker lamps,Available F150 SVT Raptor Hood Graphics Package and Exterior Graphics Package Maximum Rear Wheel Traction Extra-Long Suspension Travel

Sales Aides:
Ford F-150 Raptor SVT Brochure of features Features and Benefits chart Videos of Car

Demonstrating Each Feature:

a. Showing the Hill Descent, Maximum Rear wheel Traction, Extra-Long Suspension Travel features: Test Drive Show video of the feature being used Brochure of features of the Ford F-150 Raptor SVT b. Showing the Big-Bore 6.2L V8 Engine: Pop the hood of the vehicle Test Drive

c. Showing the Unique brick-wall grille design with bold FORD lettering,Integrated headlamps and marker lamps,Available F-150 SVT

10

Raptor Hood Graphics Package and Exterior Graphics Package Features: Show Brochure Show a car with these Features Point out each feature and use the benefits from the feature and benefit chart

Example Dialogue For Extra-Long Suspension, Maximum Rear Wheel Traction, And Hill Descent Control Features:
Salesperson:So youre looking into the Ford F-150 Raptor SVT. Customer: Yes I am, does it handle well? Salesperson: It does It has Extra-Long Suspension Travel, Hill Descent Control, and Maximum Rear Wheel Traction. Customer: Those all sound great but how can I see if they actually work or what the do? Salesperson: How bout we get you behind the wheel and Ill show you how each feature works. Customer: Sound good to me.

Example Dialogue For Big-Bore 6.2L V8 Engine:

Salesperson: If you're looking for a car with some power I can help. Customer: Sure I a little power sounds good. Salesperson: This is the Ford F-150 Raptor SVT Customer: Wow. Salesperson: Give me a sec while I pop the hood. See the this car has some power with its Big-Bore 6.2L V8 Engine. Costumer: Can I test drive it? Salesperson: Sure.

Example Dialogue For Unique brick-wall grille design with bold FORD lettering, Integrated headlamps and marker lamps, Available F-150 SVT Raptor Hood Graphics Package and Exterior Graphics Package Features:
11

Salesperson: What kind of car are you looking for? Customer: A car that is powerful but luxurious and has some style Salesperson: I know of the kind of car you're looking for the Ford F150 Raptor SVT. Customer: Wow I will Admit thats a cool car Salesperson: The unique brick-wall grille design with bold FORD lettering, Integrated headlamps and marker lamps, comes standard, but a F-150 SVT Raptor Hood Graphics Package and Exterior Graphics Package is also available. And here is a brochure that has other features available. Customer: Thats my kind of car.

12

Handling Objections
Objections are important to the sales process, if handle correctly they can eliminate any doubt the customer has about the product and speed up the sales process, if handled incorrectly they can put the customersalesperson relationship at risk, as well as put the sale at risk.

Objection Analysis Sheet

Objection
I dont like the color.

How to handle
We not only have a wide variety of other colors but a lot of optional graphic packages to make sure you ride in style.`````````````````````` The cab is a lot bigger than it looks as it can seat up to six. The Ford Raptor SVT comes standard with power steering, hill descent control and extra rear wheel traction and extra-long suspension so potholes wont even slow you down. The Ford F-150 Raptor can go a quarter mile in 15.4 seconds and get up to 100 mph off road and even faster on the street before its electric governor maxes out. With up to 16 mpg and a 26 gallon tank you really will not have to fill up

The cab seems a little small. It seems too big and bulky and I feel it wouldnt handle well.

I dont think this car can go fast enough on the street.

I Feel like Ill have to fill up a lot.

13

that much.

Dialogue For Handling Objections

1.Customer: The color, to put it plainly is straight up gross. Salesperson: We have a wide selection of colors I'm sure there is one that fits your fine tastes. 2.Customer: I need to be able to fit at least five people and I dont think there is enough space Salesperson:The cab is a lot bigger than it looks and can seat six comfortably. 3.Customer: Parking and handling feels like it might be an issue as well as the handling of the car. Salesperson:I have driven the car many times it turns on a dime and with extra-long suspension, power steering, extra rear wheel traction, it is like driving a big powerful marshmallow. 4.Customer:The car seems to big and bulky to go very fast on the street as well as off road. Salesperson: The Ford F-150 Raptor SVT car has a 6.2L V8 Big-Bore engine it can go 100 mph off road and even faster on the street. It goes a quarter mile in 15.4 seconds and has 411 horsepower. 5.Customer:I would like to get decent fuel economy so I'm not filling up once a day for my commute to work. Salesperson: This car gets up to 16 mph and has a 26 gallon tank I dont know if thats enough but I drive 25 miles to work and I think I get worse mpg than that.

14

Introduction to Closing the Sale

This Sales step is crucial to the success of the sale. Must be timed just right if done too early it can turn of the customer and put the sale at risk and might give the feeling of too much pressure to buy. If done too late is even worse it is akin to waiting until the last ten minutes of a flight to Venus before making course corrections. In both cases, there is a very low probability of success.

Dialogue to Introduce Closing Step:

1. Customer: I dont know it this is the best time to buy though maybe I can get a better deal later. Salesperson: This christmas season is when we have some of the best prices with and the cars have some of the best christmas features. 2. Customer: Im pretty sure I can get this car somewhere else for an a lot better price. Salesperson: This is a rare model of car and with these features we are the only place that sells them in an 100 mile radius. 3.Customer: Ive just been going through a rough time right now you know with work and the kids and all i just dont feel I should buy right away. Salesperson: Ive been there done that and I know have you feel but when I got this car I could find peace in my self. (Best Friend Sale strategy) 4.Customer: I just dont think that you are giving me the best price right now. Salesperson: You know what let me ask my manager I think he will let me lower the price a little bit.

15

Suggestion-Selling Step
Suggestive selling is a delicate balance between recommending value opportunities and coming across as pushy. Suggestive selling occurs when a customer has already indicated interest in purchasing a product or service and you want them to increase the value of the purchase by adding upgrades or additional products and services. This approach is common in many retail and sales environments.Suggestive selling is either a service to the customer that improves your relationship or an annoyance that could sabotage the sale. The key is whether you show sincere and genuine concern for the customers' well-being or come across as a pushy, moneyhungry salesperson. A salesman who views his job as being a problem solver often is good at suggested selling. A salesman who's out to sell stuff at all costs often gets it wrong.

Related Items To the Ford F-150 Raptor SVT:

Raptor Luxury Package Raptor Plus Package Interior Color Accent Package Power Equipment Group Exterior Graphics Package Hood Graphics Package

Dialogue Example:
Salesperson: The Ford F-150 Raptor has many optional packages available if not everything is how you want it for example the hood graphics package if that is more your style. Customer: You know what maybe Should look into that do you have some thing that show all your available optional features? Salesperson: Here take this brochure.

16

Conclusion
Whether you make the sale or not the most important thing to do is develop a relationship with the customer. A relationship can be achieved by showing hard work, kindness, and honest, do not be too pushy first you will not make the sale as well as you will not have very good customer satisfaction in turn loose of sells, and future customers. If you do make the sale and show these traits the more likely the customer will recommend your business to other people as well as come back and do more business with you later on. In conclusion with the help of this sales manual and being a charismatic salesman or woman, you will have success but some of the best sale techniques are learned in the field of business, so get out there and sale some cars!

17