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Showcase f/ Reed Parker of Mudlick Mail: "Phone Sales Techniques"
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Transcript of Showcase f/ Reed Parker of Mudlick Mail: "Phone Sales Techniques"
Showcase #151
http://turnaroundtour.com/libraries/showcase Powered by TurnAroundTour.com
Hosted by Gary Gunn, AAM
Showcase
FOUR Core Concepts
Budgeting for ProfitAdvertising Marketing
Leadership ManagementDaily Operations
Showcase
Engagement Opportunities Live Three Day Events per year (Feb, June, Oct) Six Week Auto Shop Bootcamps Online Six Week Auto Staffing Process Intensives Online Monday Auto Staffing Process Webinars Tuesday Super Webinars (Four Core Rotation) Massive Audio / Video / Document Libraries
Showcase
2014 Face-to-Face-EventsSelect Group Experience
June 18 – 21 Missoula, MTOctober 22 – 25 Mount Vernon, WA
Live Action
Live Action
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Introducing Reed Parker• Business owner • Sales Director Mudlick Mail• Enterprise Rental Car Experience• Customer Service – Operating Profit – Fleet
Growth - Retention
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“Getting the Car Over the Curb"
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Can you win the Kentucky Derby with a donkey?
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Do Zebra’s ever change their strips?
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“Getting the Car Over the Curb" Phone Skills and Techniques
Moment of Truth phone rings / walk-in Match and Win Contest
Title your page getting cars over the curb
FIVE Key Takeaways
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Sales MentalityPhone Skills, Liking People, Outgoing, Conversationalist, Judging Income,
Create an Inviting AtmosphereIt’s like riding a bike…
Call review…Tracking number calls…
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Operational issues…Isolate – Concern – Penetrate
Phone calls back to the customer controls the conversation…
What just happened….Who was that…
What’s his name…
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Control the phoneListen – Listen and Proper Response
Dig for the reason…Catering to the customer…You control the business….
You will be successful….It starts with the phones…
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Walk through customer showing up…Control Story Sample…Second Touch Point…
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PassionEnergy
IntroductionName Recognition
Story First Call / First CarHiring – Training – Interview
Wrong person on the counter
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Name to Name BasisHow did they hear about the shop?
YesAnytime script…
They ask questions trap…People business
Not the car business until the cars comes in
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Who is the most important customer?How much…
Do you…Can you…
Power to say yes….Power to offer a solution….
Booked times an issue….Take charge….
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Why advertising doesn’t work?IE…Direct Mail, Internet, Referrals, call backs,
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Okay…..Reed
Give these attendeesFIVEKey
Takeaways
Match and Win Contest
Showcase
Showcase
2014 Coming Attractions and ReviewAuto Shop Bootcamp
Six Consecutive Weeks105 Minutes per webinar Session
2 - 3 times in 2014Tuesdays 3PM CST
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2014 Coming Attractions and ReviewPeople Intensive
Six Consecutive Weeks105 Minutes per webinar Session
Tuesdays 3PM CST
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2014 Coming Attractions and Review Monday Super Webinar Series
FirstSecond
1PM CST for 75 minutes
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2014 Coming Attractions and ReviewTuesday Super Webinar Series
FirstSecond
12PM NOON CST for 75 minutesBudgeting - Daily Ops – HTM - Leadership
Six Times each per year
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2014 Coming Attractions and ReviewShowcase
Thursday (Most)First
Second12PM NOON CST 60 Minutes
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2014 Coming Attractions and ReviewRichard Flint
Webinars 4 timesSelect Group Experiences 3 times
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2014 Coming Attractions and Review
AllianceCards Sent: 7812
Showcase
2014 Coming Attractions and ReviewMudlick Mail
Alliance19,423,679 as of Nov. 2013