Is it smile and dial or frown and drown? Phone usage is at its all time high. Don’t believe me? Look at many people have cell phones today. I think they are starting to give them out in nurseries now. My question is, why are salespeople so afraid of the phone? You can always hang up, can’t you? You don’t even have to answer it if it rings. Remember that movie, “Dial M For Murder”? Ok, when your customers call into the dealership, it’s to get information, not anything else? So you can take the fear out. Besides, isn’t fear ignorance, and isn’t ignorance cured by knowledge? Isn’t knowledge valuable when placed into action? Don’t you get paid for what you do with what you know? |
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All I know – after being in sales for years – is that the telephone is a way to sell more cars in this business. You have to decide, do you want to be a phone wimp, or phone ninja? I can tell you one thing; you will never surpass average without mastering great telephone skills. It’s impossible, unless you want to become a lot lizard and wait for those “I can’t stand salespeople,” tough to close, low gross customers. To Insure Performance Salesperson. Let’s review those TIPS. George’s Dirty Dozen Phone TIPS to More Sales |
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I would take these tips and place them on a 3” by 5” note card. Go ahead and get one right now, and write these tips down. Then, review the tips before you make your calls or even when you take an incoming call. You must remember, most people call your dealership for a couple of reasons. One is to see if you have the car or credit they need, two is to get a price and three is to hang up and call more dealerships. The longer you stay on the phone, the worse it gets because at some point, when your customer runs out of car questions, it then turns into price questions, doesn’t it? The more information you give them, the less reason they have to come in now. Sell appointments, not cars over the phone. Don’t prequalify and play FBI secret agent on the phone. Get them to commit to an appointment by using skills. Don’t lie or do anything of the sort. That should be left for the weak. Sell them on you, your program, your dealership and your product. One last tip – when taking or making a call, stand up and use your tone and inflection along with body language. Those that call while relaxed will get results. Now go do the right thing. Have a great month,
George Vol 3, Issue 9 |
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