How To Set and Sell Owner Marketing Appointments – PART 7 TRANSCRIPT: Let’s talk about activities for a minute because this is what is going to drive your results. See, in every dealership in the country, I look up on a wall, in either the salesroom or the sales tower and there’s this results board, […]
How To Set and Sell Owner Marketing Appointments – PART 6 TRANSCRIPT: Okay, so we know how to make the call, we know what to say on the call, we understand how to overcome a lot of the objections, especially when they are buying signals. “But, Steve, what if I come up against an […]
How To Set and Sell Owner Marketing Appointments – PART 5 TRANSCRIPT: Another buying signal you need to watch out for is, “What about my payments?” See, he wants to buy. He’s picturing himself in your new vehicle right now, but he’s worried about his payments. There is only one answer to that, “Mr. […]
How To Set and Sell Owner Marketing Appointments – PART 4 TRANSCRIPT: Now, be prepared. They may have been thinking about selling their vehicle and they may choose one of those times and you’ve got to be ready for that. You’ve got to be ready for that but, more often than not, even if […]
How To Set and Sell Owner Marketing Appointments – PART 3 TRANSCRIPT: There are a lot of benefits to appointments, right? We just talked about how I can balance out my day, my week, right? Imagine if my Wednesdays started out being like my Saturdays. I showed you the higher closing percentages with appointments, […]
How To Set and Sell Owner Marketing Appointments – PART 2 TRANSCRIPT: So there are a lot of opportunities for why we need to start setting appointments. The number one reason is we are going to close at a much higher rate. The average dealer closes about one in five traditional UP’s – really, […]
How To Set and Sell Owner Marketing Appointments – PART 1 TRANSCRIPT: Today’s lesson: “How to set and how to sell owner marketing appointments”. Now, whether or not you use an equity mining tool, you can set and sell owner marketing appointments in your dealership. Why do we want appointments? Why do we need […]
Overcoming Objections on the Phone: I’m Interested in Leasing TRANSCRIPT: Often times when we’re talking about new vehicles on the phone with customers, we’ll get questions that aren’t objections. In fact, they are actually buying signals, right? One of the questions we might get is, “Listen, I’m interested in leasing. Can you give me some […]
Overcoming Objections on the Phone: I Want That In Writing TRANSCRIPT: There are a lot of dealerships out there that just won’t give their very best price in writing. They are willing to give a price on the phone but they’re not willing to put it in writing. And that okay. If you work for […]
Overcoming Objections on the Phone: I Want My Out-The-Door Number! TRANSCRIPT: Let’s talk about overcoming one of the most common objections you will get over the phone and that is: “I’m not coming in until you give me my out-the-door number”, right? People say they’re not coming in until they know their payments, interest rates, […]
Overcoming Objections on the Phone: I Can Be There on Saturday TRANSCRIPT: There’s another question that we can get over the phone that feels like a buying signal and, in fact, it is, but if we answer the question the wrong way, it really becomes an objection, because our customer goes and buys somewhere else. […]
Overcoming Objections on the Phone: What Am I Supposed to Drive Home TRANSCRIPT: When we make owner marketing calls, we often get objections or questions that are really buying signals and we need to be careful not to fall into the trap of answering these questions thinking that answering it will give the customer everything […]
Overcoming Objections on the Phone: What’s My Trade-In Worth? TRANSCRIPT: This is the sort of question that we get that is really an objection, right? They want to get all the information from us so they can eliminate us. We’ve got them on the phone. We’ve talked about the vehicle that they want to buy, […]
Overcoming Objections on the Phone: I Can’t Afford It TRANSCRIPT: I have an objection for you that you usually hear on the lot but you will occasionally hear it on the phone, especially when you are talking about a new vehicle. So, let’s say we have the customer on the phone and we are looking […]
Overcoming Objections on the Phone: Your Competitor has a Lower Price TRANSCRIPT: So, how about the objection that your competitor offers a lower price? We’re on the phone with the customer, right? They call us and ask what our best price is or what the price is that we have listed on that vehicle online […]
Overcoming Objections on the Phone: Can You Send Me Some Pictures? TRANSCRIPT: Now here’s an objection, or question, that we often get when we’ve just posted a vehicle to our inventory online. The question is: “Can you send me some pictures?” Right? We can get that via text; we can get that via email, or […]
Overcoming Objections on the Phone: Is That Your Best Price? TRANSCRIPT: Certainly, not every objection that we hear over the phone is going to come in the form of “No”, “I don’t want”, “I can’t”. Sometimes objections come disguised as questions. In fact, we should look at every question as a form of an objection, […]
Overcoming Objections on the Phone: AIM – Acknowledge, Ignore, Move On TRANSCRIPT: Hi, Steve Stauning here with another ‘Steve Stauning Short and Sweet Video Training Session’. Today’s lesson is on overcoming objections, but, specifically, this video series is dedicated to overcoming objections on the phone. Now, you can use the same kind of strategies in […]
The 5 Must Haves for Creating a Successful Automotive BDC – PART 5 TRANSCRIPT: The ‘must have’ number 4 in setting up a successful BDC that is going to be around today and in the future is this: BDC’s must have strict rules for what constitutes a VALID appointment. This is important. See, you may think […]
The Appointment Culture Light – PART 8 TRANSCRIPT: The fourth step for the ‘appointment culture light’ is to report daily. So, if the owner is onsite, then the owner should insist on receiving an update each morning. If they are not onsite, the GM should insist on this. What they want in this report is the […]
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