Close Your Shown Appointments at 80%! Yes, top dealers really do enjoy 80%+ show rates and 80%+ close rates of their appointments by following The Perfect Appointment! In this updated version, Steve and the Undeniable Advantage Team show you what works for dealers and what doesn’t work when enacting The Perfect Appointment in your […]
Assumptive Selling: The Chapters Is Assumptive Selling really the complete guide to selling more vehicles for more money to today’s connected customers? Is it really the best car sales book written for today’s car salespeople? What will I learn when I drop fifty bucks on the best book written for today’s automotive sales professionals? I’m […]
The Perfect Appointment (PART 11) TRANSCRIPT: All right. Time for step four of the perfect appointment. That’s in store VIP treatment. That’s where we’re greeted and treated like a VIP by a manager, and if a manager can’t greet and treat them like a VIP right away, the turnover is immediate. That’s why we put […]
The Perfect Appointment (PART 10) TRANSCRIPT: Now before we hit the final step of the in store VIP treatment, let’s understand what’s supposed to transpire here in the mind of the prospect. Their experience with us in buying this car should be a wow experience for them. In fact, this final step in the perfect […]
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 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. […]
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