During the presenting phase, the salesperson will show you vehicles and answer your questions about features and options. The focus will be on finding the vehicle that meets your needs and budget. This is the time to ask for the vehicle history reports and the mechanical inspections so that you can learn about the vehicle.People come to dealerships at all kinds of points in the vehicle buying process. They may be just beginning to shop, and thus may not be ready to focus on a particular vehicle. They may be well along in their process and have something in mind. They may just be coming to get some context in order to eliminate doubts and satisfy their desire to do 'due diligence'. They may be ready to buy immediately. Some folks just come by to look at vehicles as a way to kill time or relax.
When we as vehicle sellers meet a new customer, we begin with the belief that our #1 task is to help the customer with selection. That is, to try to assist them in determining what particular vehicle will be the best possible choice for them at that point in time. Often customers already know-- or believe they know-- what the 'right' vehicle is. That makes things easier, although there are times when the customer finds out during the course of the presentation process that their original ideas need to be adjusted.
I had one customer who came in looking for a lifted diesel truck but who eventually ended up buying a small hatchback car. As we looked at various trucks he realized that his best choice was different than he had assumed. He drove away happy in a vehicle that was right for him right now. Perhaps in future he'll need a different vehicle, and we'll be there for him then, too.
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