The Perfect Appointment

The Appointment Culture Light – PART 7






The Appointment Culture Light – PART 7 TRANSCRIPT: Remember step two – we’re going to make some cosmetic changes. Dealers have found that making just a few cosmetic changes actually gets much of the team off the fence and into the ‘appointment culture’. First we’re going to create that attractive full color VIP appointment folder. It(…)






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The Appointment Culture Light – PART 6






The Appointment Culture Light – PART 6 TRANSCRIPT: There are four steps to the ‘appointment culture light’ that we’re going to talk about. The first one is we need to assign one manager to oversee this in the dealership. It doesn’t mean that the other managers aren’t involved but one manager needs to drive this. They(…)






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The Appointment Culture Light – PART 5






The Appointment Culture Light – PART 5 TRANSCRIPT: Now, how do dealers succeed in the appointment culture? Well, one, they fix the processes first, right? They make sure their processes are robust. They make sure that all activities are money activities. For example: they aren’t asking their team to make silly phone calls that don’t matter(…)






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The Appointment Culture Light – PART 4






The Appointment Culture Light – PART 4 TRANSCRIPT: Simply put – great organizations don’t share these fears. Great organizations, those who rise above their peers and succeed in the face of mounting competition, are inherently dissatisfied with where they are and, sometimes, where they’re headed. They make constant, meaningful, course corrections that help them become number(…)






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The Appointment Culture Light – PART 3






The Appointment Culture Light – PART 3 TRANSCRIPT: Let’s talk again about the ‘clock bias’, right? Stephen Covey explained it as “Have you ever been too busy driving to stop and get gas?” In the dealership world, this sentiment is often relayed to me like this, “We don’t have time to manage our confirmations”. “We don’t(…)






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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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