Mastering The Phones: The 3 Cs of Phone Skills Mastery (PART 3) TRANSCRIPT: The second of the 3 Cs of phone skills mastery is Confidence. An amazing thing happens when you get really good at the talk tracks; when you become competent, right? You begin to gain confidence. However, confidence goes beyond just knowing the […]
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 […]
Car Dealer Phone Ups: The 5 Types You Handle Today (PART 3) TRANSCRIPT: The third type of call we get today is the ‘inquiring’ call. This is a good call. The customer calls up and says, “Hey, does it have third row seats? Is it an automatic? Is that a tear I see in […]
Car Dealer Phone Ups: The 5 Types You Handle Today (PART 2) TRANSCRIPT: The second type of phone call that your team will find themselves involved with today, is ‘selling’. The reason you are in a selling phone call is just the result of our shooting ourselves in the foot. No customer today is […]
Car Dealer Phone Ups: The 5 Types You Handle Today (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another “Steve Stauning’s Short & Sweet Video Training Lesson”. Today’s lesson: The five types of sales calls that car dealers find themselves in today, and why your BDC is probably your best option. Now, it’s important […]
Overcoming Objections on the Phone: I’m Not Ready To Buy TRANSCRIPT: One of the most frustrating objections you can get if you’re a BDC agent or a salesperson on the phone with a prospect is one where you’ve given them all the information; you’ve been very helpful and you go to schedule the test […]
Overcoming Objections on the Phone: Is That Your Best Price (PART 2) TRANSCRIPT: Overcoming Objections on the Phone: “Is that your best price?” (Part 2). See, we answered this question previously, but we did it in an ‘old school’ way that may not fit with your current business. In that video, we answered “Is this […]
Today’s Lesson: Why You Have a BDC Why are your sales managers the biggest critics of your Sales BDC? TODAY’S LESSON: If your sales managers did their job, you wouldn’t need a Sales BDC. (Quick Caveat: Save your comments; this lesson applies strictly to automotive retail in the US.)
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 […]
How To Set and Sell Owner Marketing Appointments – PART 10 TRANSCRIPT: There are four steps to the perfect appointment and the first step is 100% on you, Mr. Salesperson, or Ms. Salesperson, and that is strong appointment setting. This is the first step to the perfect appointment. Now the goal is an appointment […]
How To Set and Sell Owner Marketing Appointments – PART 8 TRANSCRIPT: As I said, you’re going to get voicemail 900 times. So, if you’re going to leave 800 to 900 voicemails next month, you need to understand what the voicemails should sound like. There are four rules of voicemail that I need you […]
How To Set and Sell Owner Marketing Appointments – PART 4 TRANSCRIPT: Now, be prepared. They may have been thinking about selling their vehicle and they may choose one of those times and you’ve got to be ready for that. You’ve got to be ready for that but, more often than not, even if […]
How To Set and Sell Owner Marketing Appointments – PART 3 TRANSCRIPT: There are a lot of benefits to appointments, right? We just talked about how I can balance out my day, my week, right? Imagine if my Wednesdays started out being like my Saturdays. I showed you the higher closing percentages with appointments, […]
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, […]
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