Don't just offer it... sell it!
At peak holiday times, your customer will struggle to book a car locally. You can provide them with a service they need so why wouldn't they book it through you?
- Introduce the sale
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- Q. How are you getting from the airport to your accommodation?
- Q. How far is the accommodation from your resort/beach?
- Q. Do you normally rent a car whilst on holiday?
- Q. What do you plan to do whilst on holiday?
- Assess your customer needs
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- Q. What is the length of your journey?
- Q. What is the duration & distance?
- Q. How many people will be travelling in the vehicle?
- Q. Might you need a child seat?
- Q. How much luggage will you be taking?
- Secure the sale
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- Hiring a car usually works out cheaper, especially if there is more than one passenger.
- There's a lot to do and see around there, let me get some car hire prices for you.
- Hiring a car from the airport will be much quicker.
- Up-sell
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"Your Corsa-sized car for 10 days will cost £275. If you want to rent something slightly larger with added luggage space, more comfort etc, then something similar to an Astra would be £297 for the same period, that's only an additional £22... or just over £2 extra a day."
- Overcoming objections
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- Be ready and aware for your customer's objections
- Have confidence in the Avis product
- Reassure and remind the customer of car rental benefits
- Present features in a way that will benefit the customer
- Know your stuff so you can sell car rental with confidence
- Close the deal
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- Build an interest and gain customer commitment through questioning
- Assess and focus the customer on the car rental product
- Overcome customer objections by selling the Avis benefits
- Confirm the car rental booking
- Closing techniques
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- The Summary Close
- The Alternative Close
- The Direct Close
- The Leading Close
- The Special Offer Close