JSW MG Motors is shaking up the auto industry with cut-throat pricing on its #Windsor #electric #SUV.

The key elements of its strategy:

1. Price rs 9.99 Lakhs.
2. Battery as a service - Rs 3.50 per km.
3. Lifetime battery warranty to the first owner.
4. 60% buyback guarantee after three years or 45,000 km
5. One year of free public charging.

How will most dealership sales people sell this:

Spray and pray approach - give the above 5 points to every walk in customer at the dealership.

Man or woman, salaried employee or business owner, every one gets the same sales pitch.

BORING!!!

Our recommendation:

Introduce the company -

• JSW Steel is known as a steel company. MG Motors is known a bit. Not much is known about the joint venture. Time to give a 2 mins elevator pitch about the company.

Do a KYC about the customer's current car / driving status:

1. Before I explain the car's superb features and benefits, could I know a few things about you?
2. Which car do you own right now?
3. How much of driving do you every month? (now calculate the fuel expense per month).
4. Could I know where all do you drive regularly? (this tells you whether and to what extent he has range anxiety - outstation / local)
5. How often do you keep the car (this tells you his expected resale value expectations)

Now its time for a consultative sales pitch that is 100% customized to him.

Sir, you drive 2000 km every month.

Your fuel expense must be around Rs 16000 every month.

With this car - that will drop to Rs 3.5 + 1 = Rs 4.5 kms.

Your fuel expense will be Rs 9000 every month.

Now the punchline.

YOU will SAVE Rs 7000 every month with this car.

Now MAGNIFY the impact.

EVERY year - thats a saving of Rs 84000.

Over 3 years YOU WILL SAVE Over Rs 2.50 LAKHS.

Now, prepare similar scripts for each of the above 5 benefits.

All the best.

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Maruti Suzuki India Limited Mahindra and Mahindra Limited [Automotive and Farm Equipment Business] Hyundai India KIA Motors Rajeev Chaba Satinder Singh Bajwa Parth Jindal Yeshwinder Patial

Adreesh B. did not find the Linkedin page - my bad if I missed it.