2) Keyless entry has already been implemented on certain Cadillac, Infinity and BMW models and will be introduced to approximately 40 different vehicles in next three years. Credit card style systems will replace car keys.

3) Navigation systems such as computer-like screens on dash, displaying navigation systems that employ global positioning satellite and onboard DVD’s to provide driver with distractions, maps, and information on businesses such as hotels, hospitals and restaurants. The video screens will also have capability to connect to PDA’s and cellular phones.

4) Wi-Fi hook-ups in almost every vehicle will provide weather, news, and other information. “We’re going to see hot spots in places like gas stations and restaurants,” says Peter Wengert, marketing manager for automotive products at Microsoft.

5) Data collection will give vehicles capability to collect pertinent data that can be shared with dealers, manufacturers, and other vehicles helping service personnel perform remote diagnostics and help troubleshoot for a broken down motorist.

6) Onboard cameras will help detect blind spots, while helping parents watch their kids. Many recreational vehicles already have this technology at rear and in front to “see” around corners.

7) 40 Volt Electrical Systems will become standard to accommodate many new electric devices.

8) Voice commands are already in certain BMW’s, Jaguar and Lexus models and will become common and necessary in order to operate various functions in cars.

9) Electronic pedals already in use in Mercedes, Chevy Corvette and all recent Audi vehicles, brake-by-wire and accelerate by wire pedals send an electronic signal rather than activating a physical connection to engine and brakes. Emergency brake handles will also be replaced by electronic controls.

10) Programmable vehicles will let you use electronics to express your choice of vehicle you wish to drive, says Stanford professor of mechanical engineering Chris Gerdes. “You can have it be as sporty or luxurious, as you choose.” Drivers of new Audi A8, for example can change car’s ride by raising and lowering road clearance.

Submitted by: Amsoil Inc. Dealer Rudy Hiebert www.lubedealer.com/hiebert

Content Source: Amsoil Inc’s Direct Line, November 15, 2003 by permission.

Q. What are some other key ways I can improve sales experience for my clients? A. You need to humanize sales experience. Once you learn to communicate in ways that relate to and reach they client, you regain your most distinguishing feature – yourself. Shorten your presentations by focusing on capabilities and solutions you can provide in client’s unique business environment. Learn to listen closely, catch key phrases, and hone in on their needs, not your own sales agenda. Incorporate business terms that are meaningful to client in your dialogue.

Q. Do you think first meeting with a prospective client should be a fact-finding interview? A. That is one way of thinking about it. Keep in mind clients don’t consider your products and services just for heck of it. They either have a problem they need to fix or a result that must be achieved. The salesperson’s job is to use questions to uncover their business challenges and concerns. The goal in first meeting is to set foundation to build a relationship.

Q. When I’m presenting my high tech solution, how do I position it to come across persuasively so that customer wants to purchase it? A. Don’t simply explain what your product does and how it works. Present value it brings to their business. For example, most salespeople would sell a high-speed internet connection that claims to be x times faster, rather than selling a solution that allows client to process orders at a higher rate resulting in increased revenues. Demonstrate benefits by linking back to how it will solve problems and achieve results.