process training

The Appointment Culture Light – PART 2






The Appointment Culture Light – PART 2 TRANSCRIPT: Now, you would think, given these two alternatives; be a Walmart of car dealers or be a Ritz-Carlton of car dealers, that every salesperson out there (every commissioned salesperson), and especially, every manager, would choose the latter. Make no mistake; the Walmart of car dealers doesn’t need desk(…)






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The Appointment Culture Light – PART 1






The Appointment Culture Light – PART 1 TRANSCRIPT: Hi, this is Steve Stauning with another “Steve Stauning, Short and Sweet Video Training Session”. Today’s lesson – The Appointment Culture. The light version. There’s a reason for this class. Now, I assume you’ve already watched “Creating an Appointment Culture”. If you haven’t already watched it, please go(…)






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Appointment-Driven Communications – Part 17






Appointment-Driven Communications – Part 17 TRANSCRIPT: Before we wrap up this ‘Appointment-Driven Communications’ class, I want to make sure that you understand something. I said earlier that I hate phone training. The reason that I hate phone training is you leave phone training sites and then you never change a thing. I don’t want that to(…)






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Appointment-Driven Communications – Part 16






Appointment-Driven Communications – Part 16 TRANSCRIPT: Now, because this is more of a talk track class, more of a phone skills training class, if you will, and not the full ‘Creating an Appointment Culture ‘class, we’re not going to go through all four steps of the perfect appointment, but, we will touch on two that have(…)






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Appointment-Driven Communications – Part 14






Appointment-Driven Communications – Part 14 TRANSCRIPT: Okay, we’ve talked about the ‘why’ you need to use these talk tracks to drive an appointment culture. We’ve talked about why you need appointments. In general, why you want to live in an appointment culture. We also did the ‘whats’. The ‘what’ to say, right? What the talk tracks(…)






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Appointment-Driven Communications – Part 13






Appointment-Driven Communications – Part 13 TRANSCRIPT: I hope you’ve noticed that throughout this training I talk about 5:15, 5:45, which one works better for you? Notice that I never say, “Would you like to come in at 5:00?”, or, “I’ve got a 5:30”. See, appointment times matter. People are more likely to show up at the(…)






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Appointment-Driven Communications – Part 12






Appointment-Driven Communications – Part 12 TRANSCRIPT: Okay, let’s do a couple of goal driven voicemails, right? Just so we know we’re on the same page and you can hear them all the way through. These are not all the talk tracks that we have and not all the appointment driven talk tracks that you might use,(…)






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Appointment-Driven Communications – Part 10






Appointment-Driven Communications – Part 10 TRANSCRIPT: All of our ‘what’ must be quality, right? All of our emails and all of our voicemails have to be quality activities because we need to understand the ‘what’. What is the goal of the email? It’s to drive a phone call. What is the goal of the voicemail? It’s(…)






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Appointment-Driven Communications – Part 6






Appointment-Driven Communications – Part 6 TRANSCRIPT: Okay, when we tell someone that we have two test drives open today, one at 5:15 and one at 5:45, and we ask them which one works better for them, it may shock you that people will actually say ,”Oh, 5:15 works great”. They don’t always do that, though. A(…)






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Appointment-Driven Communications – Part 5






Appointment-Driven Communications – Part 5 TRANSCRIPT: Okay, so, remember, we’re talking about ‘the goal’. Every time we are on the phone with someone, we have one goal and that’s what? An appointment that shows. Now, let’s talk about the out-bound call. Let’s say you’re an internet salesperson or a BDC agent, and you’re calling Barbara Jones(…)






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