The Perfect Appointment (PART 9) TRANSCRIPT: Steve, the deal jacket created an advance? Holy cow. We can’t do that. Yes, you can, because you’re going to close it 80% of the time if you’ll do it. It doesn’t have to be a real jacket. It could just be a manila folder, right? Right. With nothing […]
The Perfect Appointment (PART 8) TRANSCRIPT: Step three. This is pre-appointment preparation. This is where most dealers fall down. I don’t know why, because it requires work I guess. I don’t know? It’s a really simple process when done right. I’m going to show you a lot of ways that dealers are not doing this […]
The Perfect Appointment (PART 7) TRANSCRIPT: How about the appointment’s three weeks away. How do we confirm that? Wait a minute Steve, you said appointments for today or tomorrow only. Okay, here’s the scenario. You’re a Los Angeles dealer. You’re a Dodge dealer. Someone who’s called you from Fort Bragg, North Carolina because he is […]
The Perfect Appointment (PART 6) TRANSCRIPT: All right, that was step one. Let’s talk about step two of the perfect appointment. That’s appropriate appointment confirmation. Just like step one, our only goal is an appointment that shows. That’s the goal of the appointment confirmation. The key here though, is they need to know they have […]
The Perfect Appointment (PART 5) TRANSCRIPT: Are you noticing a trend here? Are you noticing a theme? We keep circling back to our goal. Our one goal. That’s an appointment that shows. This goes for all inbound calls, text messages, outbound calls, chats, any sort of two way. Messenger, whatever communication you’re doing that is […]
The Perfect Appointment (PART 4) TRANSCRIPT: I told you a minute ago, the reason that they call. There’s this great call review study out there that shows seven out of ten consumers call about availability. Seven out of ten of your sales calls are about product availability. Is it in stock? The others, price, financing, […]
The Perfect Appointment (PART 3) TRANSCRIPT: Okay, so the first goal of an appointment that shows was that that’s our only goal. The only goal once we get someone on the phone is one that shows. The second rule of strong appointment setting is to only set your appointments for today or tomorrow only. Your […]
The Perfect Appointment (PART 2) TRANSCRIPT: All right, let’s dive right in. There’s only two sections today. It’s going to go a little bit quicker than our normal, Undeniable Advantage video webcast because now we’re into the Perfect Appointment already. There are four steps to the Perfect Appointment. By the way, again, it’s called the […]
The Perfect Appointment (PART 1) TRANSCRIPT: Hi. This is Steve Stauning with another Steve Stauning Short and Sweet video training Lesson. Today’s lesson: The Perfect Appointment. Now, this eleven part series was originally recorded live as part of our Undeniable Advantage live video webcasts. To be sure you never miss a live video webcast, bookmark […]
How To Sell Cars Online or Offline (PART 27) TRANSCRIPT: “But Steve, how do we start this?” We already had that question, didn’t we but Rick Ricart said, “You know what? There are three things.” He said, “There are three things you need to do to start this.” One, you have to approach this with no […]
How To Sell Cars Online or Offline (PART 26) TRANSCRIPT: Now, we’ll talk about the perfect appointment. Executed perfectly, the perfect appointment gets dealers 80% plus show rates and 80% plus close rates. There are four steps to the perfect appointment. The first two are strong appointment setting, which we’re not going to do today and […]
How To Sell Cars Online or Offline (PART 25) TRANSCRIPT: Of course, online to offline where they start online and finish up at your dealership, that’s going to be the most common path and it’s already 39% of your business today. We already understand online form completion leading to offline. We’re going to talk about the […]
How To Sell Cars Online or Offline (PART 24) TRANSCRIPT: We need a broad strategy because there is no one size fits all. That’s one of the many things, by the way, that Beepi didn’t understand. That’s something that CarMax and Carvana don’t quite understand today. I can’t do any of the deal at CarMax as […]
How To Sell Cars Online or Offline (PART 23) TRANSCRIPT: Let’s level set for a second because customers see no differences between your online and your offline businesses. Just like booking a hotel in a ritzcartlon.com. Just because I booked online doesn’t mean the experience won’t be fantastic offline. Think about it. In fact, if I […]
How To Sell Cars Online or Offline (PART 22) TRANSCRIPT: “Steve, don’t we have to start doing online sales first to make it happen?” No. We’ve actually had a hybrid system, this hybrid online/offline buying system for a long time. It’s called internet sales. For most dealerships, though, you’re just collecting and responding to leads. You […]
How To Sell Cars Online or Offline (PART 21) TRANSCRIPT: All right. “Steve, how do I market this, okay? I want to add to my website but I want to make sure that people show up on my website and start buying cars.” Like all marketing you do, everything should be seamless. Everything should flow together. […]
How To Sell Cars Online or Offline (PART 20) TRANSCRIPT: Let’s talk about some of the pros and cons. First, let’s talk about the cons of the best online tools out there. This is not me saying it. This is Rick Ricart talking about AutoFi from Ricart Automotive. I asked him. I said, “What are the […]
How To Sell Cars Online or Offline (PART 19) TRANSCRIPT: “Okay, Steve. We sold a car. Now, what happens? We had this great experience online, right, but we sold the car and we know that it requires a wet signature.” This is where you can fail. This is where, when you talk about how we going […]
How To Sell Cars Online or Offline (PART 18) TRANSCRIPT: When we do self-desking, these have to be to-the-penny calculations, don’t they? Plus, throughout the online process, they may want some assistance. You should have a BDC capable of answering questions via a robust online chat texting partner. “Steve, oh. Wait, Steve, we got to add […]
How To Sell Cars Online or Offline (PART 17) TRANSCRIPT: We talked about people being surprisingly honest with their trade. If you’ve got Kelley Blue Book instant cash offer. If you’re an instant-cash-offer dealer, you know 95 or more percent of the people who show up with their vehicles, they’re very honest with their vehicle. Most […]
Get notified first about new video training, sales and marketing tips, and related posts!
Twitter
Facebook
YouTube
LinkedIn
Amazon