Simple Strategy #4: Treat EVERY Lead Like it’s an Order TRANSCRIPT: Simple Strategy #4 for closing more internet deals today? Treat EVERY lead like it’s an order. Because it IS an order. The problem is that most dealers today respond to leads as if the lead is merely an attempt for more information. This is […]
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 […]
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 […]
Appointment-Driven Communications – Part 15 TRANSCRIPT: So many teams, in automotive, lack discipline. It doesn’t make you bad people. You just are so easy to get off the phone. Someone says they’ll be in Saturday morning and your team doesn’t want to screw up that deal, they think they’ve got a Saturday appointment, so they say, […]
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 […]
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, […]
Appointment-Driven Communications – Part 11 TRANSCRIPT: The other communication we spoke about that needs a goal is voice mail. We need to have a goal for our voicemails and that goal is to drive a phone call. So, there are some things about our voicemails we need to do in order to take us closer to […]
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 […]
Appointment-Driven Communications – Part 9 TRANSCRIPT: Okay, so we talked about the ‘why’. The ‘why’ is simple. Why you need an appointment culture; why you need to use the talk tracks; why you need to have the discipline. There are a lot of ‘whys’ and the whys are simple. Well, guess what? The ‘what’ is simple, […]
Appointment-Driven Communications – Part 8 TRANSCRIPT: As you may recall, earlier in the training, I talked about how today I’m going to tell you what to say; how to say it ; but, more importantly, why we want to say the things we’re going to say to try to drive appointments. Why it’s important that we […]
Appointment-Driven Communications – Part 7 TRANSCRIPT: So, let’s do a quick roll play. I don’t mean a real roll play but you should be roll playing all the time. In fact, the only way to get these ‘talk tracks’ down, and the only way to keep the discipline you need to drive an appointment culture for […]
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 […]
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 […]
Appointment-Driven Communications – Part 4 TRANSCRIPT: In this part we’re going to teach you how to handle the in-bound call in an appointment culture. Remember, when you pick up the phone and you’re talking to someone about a vehicle, you have one goal. What is that goal again? That’s right. Your only goal is an appointment […]
Appointment-Driven Communications – Part 3 TRANSCRIPT: Appointments must be the goal. Appointments have to be the goal with every call you make, every email you send out, and every time you leave a voicemail. In your mind you have to remember the goal and, so, I want you to always start with the goal in mind. […]
Leading an Appointment Culture – Part 12 TRANSCRIPT: Okay, now it’s the ‘show’, right? It’s the final step in the perfect appointment. Its in-store VIP treatment. How are your managers managing this in-store VIP treatment? How can you make sure that its happening? How are they making sure that its happening? This is the show. They […]
Leading an Appointment Culture – Part 2 TRANSCRIPT: If I’m an owner of a business and I’m trying to lead an appointment culture, I’ve already introduced my team into creating an appointment culture, now it’s time to lead it. There are four things that I want out of my managers. There are four things that I […]
Real Reputation Management – Part 4 TRANSCRIPT: In Step 7 we’re going to monitor, at least monthly, for new comments. What does that mean? It means I want to know when people write new comments or post new reviews about me online. The easiest way for you to monitor is to set up something called ”Google […]
Leading Multiple Teams TRANSCRIPT: This Short and Sweet session is about leadership. More specifically, it is about leading teams. Today’s session is really for general managers or anyone who manages multiple teams that have to interact with each other. For example, one team may be in operations and the other team in sales. They may […]
Creating an Appointment Culture – Part 12 TRANSCRIPT: In the last session from this lesson, we learned what it would sound like to leave a really compelling voicemail. We left a voicemail that created a sense of urgency for a prospect or a “be back” who was interested in a new car. Now, we are […]
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