How To Master The Internet Lead Phone Sales Process & Get MORE Appointments To Show
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Transcript of How To Master The Internet Lead Phone Sales Process & Get MORE Appointments To Show
Sean V. BradleyCEO , Dealer Synergy
December 10, 2013, 3pm
Mastering the Phone ProcessHow to Master the Internet Lead Phone Process
& Get More Appointments to Show
Dealer Synergy is the leading Automotive Internet Sales and BDC Training and Consulting Firm in the US. With unprecedented national recognition and awards too numerous to mention, it’s also no surprise that Dealer Synergy is consistently voted #1 in our field by America’s top dealers. We have more nationally recognized dealership success stories for automotive internet sales and BDCs than any other in the country. Utilizing our exclusive training, proven sales principles and comprehensive monthly support, our clients have generated profits well over $100 million over the years.
PLEASEput your microphones on mute
• If you have questions during the presentation, please submit them using the “Questions” feature
• Questions will be answered at the end of the webinar
QUESTIONS
The Internet Sale is Predominately a Phone Sale!
90% of Internet Prospects prefer the phone as a communication medium.
*AutoTrader statistic
Science of CommunicationWhen all other means of communication fail, try words.
Science of Communication
It is very important to convey a positive message over the phone.Here is what happens after you hang up with the customer:
• Only 50% of the information is retained from the customer after the conversation
• Only 25% of that information is retained 48 hours later
So no matter what you say, there is no possible way to communicate at 100%. The customer is going to perceive what you actually say only by the way that you said it. Perception is reality.
Email sells the phone call.The phone call sells the appointment.
The appointment sells the relationship.
What will you learn?
This workshop will teach you how to master the phone call phones.
Having a process isNOT ENOUGH!
There are 2 additional things you are going to need in order to be successful.
Top 5 Reasons People Go Online
Top 5 Reasons…
• Price
• Availability
• Convenience
• I HATE Car Salesman / Looking For a Different Way to Do Business
• Research
Rebuttals to the Top 5 Reasons
Value Package Proposition
Value Package Proposition
Example:
Value Package Proposition
Example:
Put It All Together
How do these 3 things work together?
• Identify expectations
• Meet expectations
• Exceed expectations
Quick Role Play
Getting More Appointments to Show:
1. Build Value – like “Road to the Sale”2. Price is only relevant with the absence of
value.3. Get people to: like you, trust you &
believe you.4. Sell the appointment – do not ask
(Differentiate yourself!)5. Create and implement appointment
confirmation protocol.
Sean V. Bradley
• (267) 319-6776
• www.DealerSynergy.com
Thank you!
