How To Sell Cars Online or Offline (PART 8) TRANSCRIPT: A sample buying process. Here’s one that I’ve had dealers put in place. It works. It works for them. It may not work for you. You may not be ready for this yet but it’s where step one gets everything out of the way that we […]
How To Sell Cars Online or Offline (PART 7) TRANSCRIPT: If you’re using an old-school road to the sale, then we first need to create a buying process in your store. Buying process is one that shortens your road to the sale without turning everything over to the buyer. Again, yet, our buying process is going […]
How To Sell Cars Online or Offline (PART 6) TRANSCRIPT: All right. Listen, great experiences, they also make sense. That’s the second thing about all great buying experiences. Customers should see the WIIFM in every step of your process, the what’s in it for me? It should make sense to the customer. “I understand why he’s […]
How To Sell Cars Online or Offline (PART 5) TRANSCRIPT: Let’s look at the common denominators of a great experience. All great buying experiences at the car dealership are controlled. There are five things we’re going to look at. Control is number one. We’ve got to keep the experience controlled. That means we’re going to be […]
How To Sell Cars Online or Offline (PART 4) TRANSCRIPT: Let’s talk about what’s wrong with your current road to the sale. It takes three plus hours. It takes three plus hours to get through. They’re ready for step six when they arrive at your dealership while you want to slow play steps one through five. […]
How To Sell Cars Online or Offline (PART 3) TRANSCRIPT: Let’s start by talking about the best offline car-buying experience. We’re going to look at all three but we’ll go ahead and start with the best offline car-buying experience. This is not an option. It’s not an option to improve your current in-store process. See, improving […]
How To Sell Cars Online or Offline (PART 2) TRANSCRIPT: Let’s jump into talking about today’s connected buyer. Let’s get into section one because we have to understand why things are changing and why we need to change in our dealerships. Remember these quick stats from a couple of webcasts ago? According to Autotrader, in 2015, […]
How To Sell Cars Online or Offline (PART 1) TRANSCRIPT: Hi, this is Steve Stauning with another Steve Stauning Short and Sweet video training lesson. Today’s lesson: How to create the best car buying experience ever! Now, we’re going to talk about 100% offline, 100% online, and a hybrid of the two in this 27-part Short […]
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 […]
How To Attract & Sell More Trade-In Leads (PART 3) TRANSCRIPT: We know we love Kelley Blue Book’s Instant Cash Offer, and I’m recommending that car dealers do this, but I am recommending that you keep it off of your website. Let’s talk about your website for just a moment. There’s a reason that these […]
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