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In this era of tweets, texts and Likes, the wise sales associate still recognizes and practices good phone.


Good phone means knowing how to engage others using the telephone. For sales associates, good phone means having learned how to sell by phone, practiced those skills and worked to overcome it unfamiliarity.


Most any sales associate who makes up their mind to excel at using the phone to drive business can be a success.


Yet for many, the thought of using the telephone to connect with opportunities to sell cars is a terrifying thought. For such sales people, the telephone isn’t a tool of commerce but a two-ton gorilla.


This big gorilla keeps them from becoming the kind of sales associate who can truly provide for his or her family and it keeps them from being as productive and profitable for their employer as they should be. This brut should be mastered so it no longer prevents one from being the best at their job as they could possibly be.


Let’s connect and talk

Yes, texting is fast and hip, but using the telephone actually to talk with customers can be a most potent competitive advantage. Could it be we have the wrong perception about how customers will perceive our calls to them? I think so. So, is there a way to make calling a prospect or customer to do business with you positive, helpful and upbeat?


Wow, what a game-changer calls like that can be for a dealership!


A number of providers teach proper phone selling skills. We instruct individuals using our database prospecting software to use the phone smartly, successfully – and confidently. By mastering the basics of selling by phone and prospecting the right opportunities at the right time with the right offer, most individuals sell an additional five to 25 additional vehicles per month!


Call to solve, not sell

Think outside the box; don’t give listeners predictable car-sales pitches. Forgot those words we love so much, like “deal” and “special offer” and “trade-in” or “appraisal.”


 Instead of calling to sell something, let the customer know right away:


  • You’re calling to buy – their existing vehicle. You currently have a demand for vehicles like theirs; as compensation, propose a newer model for about the same monthly payment.


  • You’re calling to protect them – from making a costly mistake. Your records show their leased vehicle mileage is going to exceed their contract limit, costing them X dollars in penalties. You can eliminate those potentially expensive fees and move your customer into a newer model for about the same payment


  • You’re calling to offer peace of mind – the customer’s factory warranty is expiring soon and you can offer a commensurate vehicle service contract with additional protection for many more years to come.


  • You’re calling to save them frustration - your records show their aging vehicle has become increasingly costly to maintain properly and you have a fine selection of certified pre-owned units they might want to consider. These include late model vehicles complete with lower miles and the balance of factory warranties or with vehicle service contacts included.


Does mastering the gorilla truly generate additional business? It certainly can when the sales staff is comfortable speaking to customers by phone and follows a proven professional script. Texting is here to stay, yet when it comes to using the phone as a selling tool, nothing beats dialing up customers and offering real value that has true meaning in their life.


Views: 138

Tags: autoalert, customer, phone, retention, sales, skills


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Comment by Justin West on November 9, 2013 at 12:01pm

this was a great piece!

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