Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 2) TRANSCRIPT: So, with those 3 C’s, it doesn’t matter what your actual word tracks are. If you can attack the phone as a competent speaker, with confidence in your abilities, and keep control of the call, you’ll win over 95% of the […]
Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another ‘Steve Stauning Short & Sweet Video Training Lesson’. Today’s lesson: Mastering the phones. How to OWN the phones by remembering the 3 C’s of phone skill mastery. Now, let me start out from the beginning […]
Simple Strategy #7: The First Call Should Be the Call TRANSCRIPT: Simple strategy #7 for closing more internet deals today? It’s simple. The first call should be THE call. Here’s the problem: our teams expect to make more than one call to schedule an appointment that shows. It’s because, as we learned in Simple Strategy […]
Simple Strategy #5: Yes, You Should Always Use an Auto Response TRANSCRIPT: Simple Strategy #5 for selling more internet deals today? Simple. Yes, you should always use an auto response. Here’s the problem: some industry vendors and other experts, including your OEM, have made dealers question whether or not they should use an auto response. […]
Simple Strategy #2: Manage Internet Teams & BDCs Like Call Centers TRANSCRIPT: Simple Strategy Number 2 for closing more internet deals today? It’s simple. Manage your internet teams and BDC’s like they’re call centers. Because they ARE call centers. See, here’s the problem: Your old-school management style just doesn’t cut it when the prospect […]
Simple Strategy #1: Pay for the Performance You Want TRANSCRIPT: This is Steve Stauning with another “Steve Stauning, Short and Sweet Video Training Lesson”. Today’s lesson is – Stop Over-thinking Your Internet Sales. Now this is going to be an ongoing series. We will be adding new videos to this series so check back […]
How To Set and Sell Owner Marketing Appointments – PART 11 TRANSCRIPT: Alright, the second step for the perfect appointment is called ‘appropriate appointment confirmation’. Now, this one is on the managers. See, the goal is an appointment that shows, but we need the managers to make these confirmation calls. For a lot of […]
How To Set and Sell Owner Marketing Appointments – PART 7 TRANSCRIPT: Let’s talk about activities for a minute because this is what is going to drive your results. See, in every dealership in the country, I look up on a wall, in either the salesroom or the sales tower and there’s this results board, […]
How To Set and Sell Owner Marketing Appointments – PART 2 TRANSCRIPT: So there are a lot of opportunities for why we need to start setting appointments. The number one reason is we are going to close at a much higher rate. The average dealer closes about one in five traditional UP’s – really, […]
How To Set and Sell Owner Marketing Appointments – PART 1 TRANSCRIPT: Today’s lesson: “How to set and how to sell owner marketing appointments”. Now, whether or not you use an equity mining tool, you can set and sell owner marketing appointments in your dealership. Why do we want appointments? Why do we need […]
Receptionist Training: How To Handle An Angry Customer TRANSCRIPT: This is Steve Stauning with another ‘Steve Stauning Short & Sweet’ video training lesson. Today’s lesson: Eight short & sweet lessons on how to handle an angry customer. Now, this video describes the short and sweet methods that you can use to handle any angry customer […]
Overcoming Objections on the Phone: I’m Interested in Leasing TRANSCRIPT: Often times when we’re talking about new vehicles on the phone with customers, we’ll get questions that aren’t objections. In fact, they are actually buying signals, right? One of the questions we might get is, “Listen, I’m interested in leasing. Can you give me some […]
Overcoming Objections on the Phone: I Want That In Writing TRANSCRIPT: There are a lot of dealerships out there that just won’t give their very best price in writing. They are willing to give a price on the phone but they’re not willing to put it in writing. And that okay. If you work for […]
Overcoming Objections on the Phone: I Want My Out-The-Door Number! TRANSCRIPT: Let’s talk about overcoming one of the most common objections you will get over the phone and that is: “I’m not coming in until you give me my out-the-door number”, right? People say they’re not coming in until they know their payments, interest rates, […]
Overcoming Objections on the Phone: I Can Be There on Saturday TRANSCRIPT: There’s another question that we can get over the phone that feels like a buying signal and, in fact, it is, but if we answer the question the wrong way, it really becomes an objection, because our customer goes and buys somewhere else. […]
Overcoming Objections on the Phone: What Am I Supposed to Drive Home TRANSCRIPT: When we make owner marketing calls, we often get objections or questions that are really buying signals and we need to be careful not to fall into the trap of answering these questions thinking that answering it will give the customer everything […]
Overcoming Objections on the Phone: What’s My Trade-In Worth? TRANSCRIPT: This is the sort of question that we get that is really an objection, right? They want to get all the information from us so they can eliminate us. We’ve got them on the phone. We’ve talked about the vehicle that they want to buy, […]
Overcoming Objections on the Phone: I Can’t Afford It TRANSCRIPT: I have an objection for you that you usually hear on the lot but you will occasionally hear it on the phone, especially when you are talking about a new vehicle. So, let’s say we have the customer on the phone and we are looking […]
Overcoming Objections on the Phone: Your Competitor has a Lower Price TRANSCRIPT: So, how about the objection that your competitor offers a lower price? We’re on the phone with the customer, right? They call us and ask what our best price is or what the price is that we have listed on that vehicle online […]
Overcoming Objections on the Phone: Can You Send Me Some Pictures? TRANSCRIPT: Now here’s an objection, or question, that we often get when we’ve just posted a vehicle to our inventory online. The question is: “Can you send me some pictures?” Right? We can get that via text; we can get that via email, or […]
Twitter
Facebook
YouTube
LinkedIn
Amazon