How To Attract & Sell The Millennial Car Buyer (PART 9) TRANSCRIPT: “Steve, the 61%, they’re more important. Right?” Okay. There are those who cannot generate leads for you and they say the leads are dead. They say leads are dead, so you should only focus on engagement, only focus on the 61%. Let me tell […]
How To Attract & Sell The Millennial Car Buyer (PART 8) TRANSCRIPT: “All right, Steve, we got a lead from the 39%. Now what?” Today’s connected customer already has all the information. We got a lead, I’m telling you right now, it’s an order. They are not looking for more information. Don’t fall for that. Remember […]
How To Attract & Sell The Millennial Car Buyer (PART 7) TRANSCRIPT: When we talk about these ROI measurements, the digital ROI measurements, these have evolved. I want to look at three categories. This is where I place them. You can change where you place these measurements, but these are where I place them. The three […]
How To Attract & Sell The Millennial Car Buyer (PART 6) TRANSCRIPT: This is where we’re talking about the sales and service, the marketing that you do and the things that you do pre-visit to attract the millennial buyer into your dealership. Now when we talk about today’s buyers, how do we get them to show […]
How To Attract & Sell The Millennial Car Buyer (PART 5) TRANSCRIPT: When we talk about information exchanges, you will lose all pre-visit information exchanges. Again, I’m not talking about don’t give information. I’m not saying be coy. In fact, transparency, pricing transparency, process transparency, that’s good for business today, it really is. It doesn’t mean […]
How To Attract & Sell The Millennial Car Buyer (PART 4) TRANSCRIPT: When we talk about communicating with today’s connected customer, there really are 4 tips I want to take you through. We’re going to go through all 4 in detail, so no need to write all this down now. Today’s connected customer, believe it or […]
How To Attract & Sell The Millennial Car Buyer (PART 3) TRANSCRIPT: Let’s talk about connecting today’s connected customer. What I want you to understand is please, don’t get hung up on popularity. Okay? All communication channels are valid because all communication channels are in play. That means email is in play. Right? That means phone […]
How To Attract & Sell The Millennial Car Buyer (PART 2) TRANSCRIPT: Why is adjusting for the connected customer so important? Why do we have to adjust for these people? “Steve, we’ve had the Internet around for a long time. In fact, heck, Autobytel’s been sending us leads since 1997. Haven’t we figured everything out by […]
How To Attract & Sell The Millennial Car Buyer (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another Steve Stauning Short and Sweet video training lesson. Today’s lesson: How to attract and sell the millennial buyer. Now, this 22-part series was originally recorded live in two separate Undeniable Advantage live video webcasts. Be sure […]
How To Attract & Sell More Trade-In Leads (PART 14) TRANSCRIPT: Why a special process? Why not just treat trade customers like every traditional up? Here’s the reason. The average dealer who gets a trade customer to show up for an appointment closes them about 30% of the time. It doesn’t matter if it’s Instant Cash […]
How To Attract & Sell More Trade-In Leads (PART 13) TRANSCRIPT: We’ve got the customer to show up for the appointment, right? They showed up for the appointment. Now, we’ve got to close them. There are different ways to close different trade prospects based on how they got in the store. See, our in-store process is […]
How To Attract & Sell More Trade-In Leads (PART 12) TRANSCRIPT: Now, “Steve, you’ve given me a lot of talk tracks. How do I understand, how do I say these talk tracks with the same confidence that you have?” It’s repetition, folks. It’s role playing every day. When you repeat these talk tracks again and again, […]
How To Attract & Sell More Trade-In Leads (PART 11) TRANSCRIPT: I want to teach you something that I learned in 1985. My first sales manager taught me this. In 1985, he taught me how to overcome a few objections, but he said, “You know what, Stauning? If you ever hit an objection that you don’t […]
How To Attract & Sell More Trade-In Leads (PART 10) TRANSCRIPT: There are also objections we’re going to get where we’re calling our owner database, our owner marketing, our equity mining, where we’re trying to buy someone else’s car. These objections I want you to understand, they’re buying signals. They’re not objections, but they’re a trap. […]
How To Attract & Sell More Trade-In Leads (PART 9) TRANSCRIPT: Let’s talk about other common trade objections that we’re going to get. Now, we’re ready for the one big lie of trade leads, right? That’s the, “Oh, I wasn’t in the market. I was just curious what my car was worth.” There are other common […]
How To Attract & Sell More Trade-In Leads (PART 8) TRANSCRIPT: Let’s talk about our talk tracks with the trade prospect once we get someone on the phone. We’ve got them on the phone, and now we have one goal, and that’s an appointment that shows. Remember the number one objection you’re always going to hear. […]
How To Attract & Sell More Trade-In Leads (PART 7) TRANSCRIPT: Now, there are 5 keys to a good voicemail, and I’ll take you through all 5. The first one is be enthusiastic. This is a big deal for them. What do I mean by enthusiastic? I mean, when you pick up your red phone, and […]
How To Attract & Sell More Trade-In Leads (PART 6) TRANSCRIPT: This is my auto-response, and I’m going to go through it, and then we’ll talk about auto-responses in general. A confirmation from Steve’s Honda. “Hi, Bob. This is an automated response to let you know we received your request for a no-obligation vehicle appraisal. We […]
How To Attract & Sell More Trade-In Leads (PART 5) TRANSCRIPT: This is the trade connection process. The reason that we have a separate part just to try to connect with trade customers is for those of you who ever had trade leads, you know what I’m talking about. Connecting with a trade lead can […]
How To Attract & Sell More Trade-In Leads (PART 4) TRANSCRIPT: Alright. The best, by the way, and I talked about an on-page tool a minute ago, the best on-page trade tool I found is from TradePending. It’s extremely responsive. As the customer starts to type, you can see on the top there, as they […]
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