Sales Training

Appointment-Driven Communications – Part 2






Appointment-Driven Communications – Part 2 TRANSCRIPT: Welcome back to ‘Appointment-Driven Communications’. This is part 2. We left part 1 with the question, “how do you get appointments”, right? “Steve, I’m bought in, I need to get appointments, I’ve watched ‘Creating an Appointment Culture’, and I want to know how to get appointments”. If that describes you,(…)






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Appointment-Driven Communications – Part 1






Appointment-Driven Communications – Part 1 TRANSCRIPT:  Today’s lesson is on ‘Appointment-Driven Communications.’ The talk tracks, the word, the discipline. The How, the Why and the What that you need to say in order to truly drive an appointment culture in your dealership. Now, if you haven’t attended my ‘creating an appointment culture’ class, or you(…)






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Leading an Appointment Culture – Part 10






Leading an Appointment Culture – Part 10 TRANSCRIPT: The second step to the perfect appointment is, of course, appropriate appointment confirmation and your managers need to manage the appointment confirmations that are happening in the dealership. So, even though they are the ones who are supposed to be making the confirmation calls, if you have a(…)






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Leading an Appointment Culture – Part 8






Leading an Appointment Culture – Part 8 TRANSCRIPT: In the last part of this series we talked about how you can, in just a few minutes, tell if your team is really trying to live in an appointment culture. Now, what if you’re the general manager and you are in the dealership all the time, or(…)






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Leading an Appointment Culture – Part 7






Leading an Appointment Culture – Part 7 TRANSCRIPT: Let’s say you’re a dealership owner or maybe you work for a large dealership corporation, a group that owns a few dealerships, 20, 30 or 90, whatever, across the country and you can’t be in the dealerships all the time but you want to know if they’re truly(…)






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Leading an Appointment Culture – Part 6






Leading an Appointment Culture – Part 6 TRANSCRIPT: Okay, so, you’ve got your management team. They’re ready. They’re working hard in the CRM throughout the day. They are doing all the things they need to do at the beginning of the day. They are doing all the things they should be doing in the CRM throughout(…)






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Leading an Appointment Culture – Part 5






Leading an Appointment Culture – Part 5 TRANSCRIPT: Every CRM (Customer Relationship Management) tool is a little bit different. That said, there are some commonalities and there are some things that you can make sure your managers are doing throughout the day, by living in the CRM, that will help drive an appointment culture. The first(…)






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Leading an Appointment Culture – Part 4






Leading an Appointment Culture – Part 4 TRANSCRIPT: Okay, so once I have statuses on all the appointments from yesterday that were still open, I get those closed. I don’t want to have those happen again. Now, I’m going to look at the remaining appointments for today, right? I’ve already looked at the ones for the(…)






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Leading an Appointment Culture – Part 3






Leading an Appointment Culture – Part 3 TRANSCRIPT: Now, we’ve talked about an appointment culture being a top-down proposition and it absolutely is. If the owner doesn’t believe in it and force it through to the general manager, and the general manager doesn’t believe in it and force it through to the middle managers, they’re not(…)






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Leading an Appointment Culture – Part 2






Leading an Appointment Culture – Part 2 TRANSCRIPT: If I’m an owner of a business and I’m trying to lead an appointment culture, I’ve already introduced my team into creating an appointment culture, now it’s time to lead it. There are four things that I want out of my managers. There are four things that I(…)






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