KiaWay

Purchase Journey Steps

Gain Acceptance

Successful sales professionals focus on value before price and embrace objections.

Satisfaction Drivers

Transparency

Clarity

Honesty

On This Page

What Our Customers Expect

  • A single point of contact from start to finish.
  • All-inclusive vehicle and accessory pricing.
  • Straightforward answers to my questions.
  • Full disclosure of all transaction details.
  • A fair and competitive value for my trade.
  • No pressure to make an immediate decision.

The Kia Way

In-Dealer
In-Dealer
  • Confirm customer’s interest in a particular Kia model.
  • Build and provide a detailed breakdown of vehicle price and finance options.
  • Explain all terms and conditions, fees and taxes.
  • Encourage customer to ask questions.
  • Confirm customer’s interest in a particular Kia model.
  • Explain current lease, finance and loyalty programs.
  • Build and provide a detailed breakdown of vehicle price and finance options.
  • Begin presentation by walking through model/trim features. Reinforce vehicle value!
  • Explain all terms and conditions, fees and taxes.
  • Explore customer’s need or desire for accessories.
  • Explain advantages (cost, warranty, etc.) of installing accessories at time of vehicle sale.
  • Allow customer time to absorb or discuss information with other group members.
  • Encourage customer to ask questions.
  • Follow your dealership’s process for finalizing purchase price.
  • If not ready to commit, solicit customer feedback and schedule a follow-up call/meeting.
    Find strategies and tips for overcoming objections here.
  • If an agreement is reached, congratulate and thank customer for their business.
  • Prepare necessary documents and explain F&I process.
Online
Online
  • Use video conferencing for a more personal experience.
  • Share screen when presenting quotes.
  • If an agreement is reached, explain F&I process.
  • Use video conferencing for a more personal experience.
  • If a trade is involved, request customer provide a video walk-around of vehicle.
  • Facilitate a trade appraisal by appropriate personnel.
  • Share screen when presenting quotes.
  • Follow dealership process for online purchases.
  • If an agreement is reached, explain F&I process.
  • Find best practices for virtual meetings here.

Take an assumptive approach …

Conversation Drivers

Which financing option works best for you?
Do you prefer a longer or shorter finance term?
Does this [trim level] have all the things on your must-have list?
Will you transfer the [accessory] on your car or have a new one installed on your Kia?
What are your top two colour preferences?
This EV (or hybrid) model seems ideal for your typical commutes. Do you agree?
Do you have enough information to make a decision about home charging?

Take an assumptive approach …

Conversation Drivers
Which financing option works best for you?
Do you prefer a longer or shorter finance term?
Does this [trim level] have all the things on your must-have list?
Will you transfer the [accessory] on your car or have a new one installed on your Kia?
What are your top two colour preferences?
This EV (or hybrid) model seems ideal for your typical commutes. Do you agree?
Do you have enough information to make a decision about home charging?