Video transcript: Consuming clips – Car trouble
DVD Title: Consuming Clips
Video Title: Car trouble
Music: Music playing in the background
Description: This video clip comprises still photographic images of real people, with voice overs from the characters.
Words on screen: Car trouble.
Words on screen: Today’s lesson: rules for successful selling.
Description: A young man appears on screen. He is at a car yard and speaking into a mobile phone.
Young man: No, Mum. I’m just looking. Of course, I won’t sign anything. I’m not stupid.
Description: The car yard salesman appears on screen.
Salesman: Nice phone.
Young man: Yeah, it’s got unlimited downloads too.
Salesman: A man who knows quality when he sees it.
Words on screen: Rules for successful selling. Tip #1. Build rapport with the customer.
Young man: Yeah, I suppose.
Salesman: Well, you’ve come to the right place. We only offer the best pre-owned vehicles. You know, it really upsets me when I hear how people get stung at other yards. You been looking long?
Young man: No, this is the first place I’ve been to.
Words on screen: Rules for successful selling. Tip #2. Has the customer done any research?
Salesman: Well, you’ve just saved yourself a lot of time. What are you after?
Young man: Well, I just got my licence.
Salesman: And a licence is a waste of time without a car.
Young man: Well, I suppose. I need a car to get me to TAFE. And something I can fit three mates in.
Description: The young man is looking at a small silver car for sale.
Young man: My girlfriend’s mum has one of these and she really likes it. You know, it’s cheap to run and that.
Salesman: Well, sure, if you’re a girl!
Words on screen: Rules for successful selling. Tip #3. Appeal to the customer’s masculinity.
Young man: You reckon?
Salesman: Well, you’d be the only bloke that I’ve sold one to. I tell you what, I’ll even throw in a matching handbag.
Young man: Is it that bad?
Words on screen: Rules for successful selling. Tip #4. Steer the customer to what you want to sell.
Salesman: A car says a lot about you. Check this beauty out.
Description: The salesman points towards a large white car, with a sign on the windscreen that say ‘power’.
Salesman: This is much more your sort of thing. Fully loaded a real workhorse. A show pony and a real man’s car. This car says it all.
Young man: How much is that?
Salesman: Well, we just put it on yesterday at ten grand but I’m happy to help you out with finance as it’s your first car.
Young man: Yeah?
Salesman: The only problem is, cars like this go really fast. I’ve got two other guys ready to snap it up this afternoon. So, if you want it, you’ll have to move fast.
Words on screen: Rules for successful selling. Tip #5. Create a sense of urgency around the sale.
Young man: I’ll just call my girlfriend and see what she thinks.
Salesman: Who makes the decisions in your relationship, mate? Can’t you decide for yourself?
Words on screen: Rules for successful selling. Tip #6. Pressure the customer to be decisive, even if they don’t know what they want.
Salesman: Let’s take her for a drive.
Young man: Okay, I can make my own decisions.
Salesman: That’s the spirit.
Words on screen: Rules for successful selling. Tip #7. Distract the customer from looking too closely at the car.
Salesman: What about that stereo, awesome, eh? And what about the power? Do you like the way we left those guys in the Toyota at the lights?
Young man: Yeah, love it. The only problem’s the money. I’ve got about five grand tops. That’s including the loan from my nan.
Salesman: Mate, no problem. Our finance guys are just brilliant. We’ll get you a deal in no time. So you can be driving out of here today.
Young man: Yeah?
Salesman: They make it so easy! You’ll be on the road in no time. Imagine the look on your girlfriend’s face when you pull up in this baby, eh? So happens, I have the contract right here.
Words on screen: Rules for successful selling. Tip #8. Move quickly to close the deal.
Young man, Listen I’m just thinking about the money. I don’t think I can go that high.
Salesman: Ah, I can see that you’re thinking carefully about the purchase. Tell you what, let me have a quick word with the boss. We’ll see what we can do. He never budges on price but I can see how much you love the car. I’ll be back in a tick.
Description: The salesman moves away from the young man, and makes a phone call.
Salesman: Hey, Frank, that bucket of bolts. I’ve got a buyer. Finance as well. Is it my lucky day or what?
Words on screen: Rules for successful selling. Tip #9. Highlight a small price reduction to clinch the deal.
Salesman: Well, it’s your lucky day, mate. The boss said I could knock off 500 bucks if you sign today.
Young man: Oh, wow. I’ll just ring Nan and tell her.
Salesman: And spoil the surprise? Just sign here.
Young man: No worries.
Words on screen: Rules for successful selling. Dissuade the customer from seeking outside advice.
Salesman: Great. Now, that’s done, just one more form. A waiver. Just makes things easier for you. Sign here. You’re all done. Congratulations.
Young man: That’s stitched up a great deal.
Description: The salesman says the next line quietly to himself.
Salesman: Stitched up all right!
Words on screen: The end.
Description: The credits for the video clip run across the screen.Cast: Young guy – Griff Macey, Salesman – Adam Cooper. Written by Adam Whitbread. Photography by Jenny Ritchie-Jones. Graphics and animation by Adam Cooper.
End of transcript.