Value Presentations

Building Value

Why value? Because not all presentations are product-related! A one-size-fits-all product presentation has been proven to be ineffective when addressing many customer value-related questions.

Value Presentation vs. Product Presentation

What are some examples of scenarios that might trigger a value presentation?

  • Reliability questions
  • Program questions (rate, promotions, etc.)
  • Warranty questions
  • Don’t trust salespeople
  • Bad, past service experience

As a manager, you must be sure all of your salespeople have all the available tools at their disposal to meet the needs of the customer.

Repeat and Referral Business

How will the Value Presentation impact the Drivers of Repeat and Referral Business

  1. Honesty
  2. Product knowledge
  3. Negotiation speed

You must take all of the information collected in the fact-finding step to finding the most suitable unit for the customer.

It is important to use the five-position walk-around to position the product. However, you will also need the proper communication skills to make it effective.

Use PACERS in order of importance when presenting:

  • Start by repeating the customer’s wants and needs.
  • Present the value, features and benefits that are important to the customer.
  • Avoid discussing price; it is secondary to what fills wants and needs.
  • Ask their reactions, feelings and opinions.
  • Get the customer emotionally involved.
  • Stimulate desire; use the senses…sight, sound, touch, imagine.
  • Tailor all presentations to the customer’s dominant buying motivators.
  • Make your value presentation different and unique.
  • Lead with questions, rather than pull with statements.

Every customer chooses to buy a particular vehicle for different reasons. We call these reasons “buying motivations.”

And, while each buyer’s motivations are different, they generally fall into a few categories: Does anyone NOT know what PACERS are?


  • Engine, transmission, suspension, and handling features


  • Exterior and interior styling, and aerodynamic designs

Comfort and Convenience

  • Features that make driving easier and more pleasant, or more luxurious, ergonomic designs

Economy and Value

  • Standard equipment, gas mileage, easy maintenance features, value packages, competitive pricing


  • Low-maintenance features, state-of-the-art materials and designs, and warranties


  • Active and passive safety features, crash avoidance and protection, personal and vehicle safety, and security features

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