leadership

Creating an Appointment Culture – Part 19






Creating an Appointment Culture – Part 19 TRANSCRIPT: What are the top takeaways about an appointment driven culture for owners, general managers, new car managers, used car managers, internet managers, and F&I managers? The number one takeaway is really that if you have an internet team, for example, they can’t do it alone. Every manager(…)






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Creating an Appointment Culture – Part 18






Creating an Appointment Culture – Part 18 TRANSCRIPT: We have talked about the ‘be-back’ process and the owner-marketing process. We will do more training on those later. We have talked about internet sales. There really are eight ‘must have’ processes for any dealership that is in an appointment driven culture. One is your internet sales(…)






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Creating an Appointment Culture – Part 17






Creating an Appointment Culture – Part 17 TRANSCRIPT: Step four in the Perfect Appointment is “Show Time!” It is the in-store VIP Treatment. You want to greet and treat whoever the prospect is like a VIP, preferably by a manager. If not, you are going to do a management TO right away. Let’s assume you(…)






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Creating an Appointment Culture – Part 16






Creating an Appointment Culture – Part 16 TRANSCRIPT: The third step in having a perfect appointment is something called Pre-Appointment Preparation. Remember, managers need to be deeply involved in all four of these appointment processes otherwise you will not have a Perfect Appointment, and you will not close them at eighty percent. Part of the(…)






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Creating an Appointment Culture – Part 15






Creating an Appointment Culture – Part 15 TRANSCRIPT: The second step to the Perfect Appointment is something we call appropriate appointment confirmation. Appropriate appointment confirmation is a tough process to write about because, really, every appointment can have a different confirmation process depending on how far out the appointment is set. The goal is the(…)






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Creating an Appointment Culture – Part 14






Creating an Appointment Culture – Part 14 TRANSCRIPT: Now it is time to talk about the Perfect Appointment. The Perfect Appointment is the one that will close at eighty percent for your internet appointments, but interestingly you can close all of your appointments at eighty percent. If you follow the Perfect Appointment for any sales(…)






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Creating an Appointment Culture – Part 13






Creating an Appointment Culture – Part 13 TRANSCRIPT: From an internet standpoint, it is important to understand that your store really is just one of nine that is competing for a prospect’s business. Prospects will submit multiple leads on multiple sites. Or, in some cases the aggregators, the people who aggregate leads then sell them(…)






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Creating an Appointment Culture – Part 12






Creating an Appointment Culture – Part 12 TRANSCRIPT: In the last session from this lesson, we learned what it would sound like to leave a really compelling voicemail. We left a voicemail that created a sense of urgency for a prospect or a “be back” who was interested in a new car. Now, we are(…)






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Creating an Appointment Culture – Part 11






Creating an Appointment Culture – Part 11 TRANSCRIPT: Let’s talk about what some of these voicemails that we leave for prospects might sound like in an appointment driven culture. The following is an example of what a day five after an internet appointment or a “be back” might sound like. They were looking at a(…)






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Creating an Appointment Culture – Part 10






Creating an Appointment Culture – Part 10 TRANSCRIPT: Any response you give to a question needs to be around driving an appointment. It could be by voicemail, email, or personal response on the phone. Let’s look at a typical situation. You have a trade appraisal form on your website. It could be Black Book, Kelley(…)






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