One of the most important things for Internet dealers to remember is that when they first connect with their Internet prospect, their goal is not to close the sale over the phone or by email; it's to set the appointment. E-business trainer and consultant, Jennifer Suzuki of e-Dealer Solutions, covers the essentials of setting an appointment that will actually show up.
Ring...Ring...Ring... "Hello?" 'YES!' You say to yourself, 'He's alive! A real prospect! All my other outgoing calls today ended in a voicemail.'
In my experience, most Internet Managers seem to make "common sense sales calls." What I mean is, when a lead is received from a person looking for a Ford Fusion, a call is made and the conversation immediately goes into equipment and asking for an appointment.
So why isn't this strategy ideal? Because it prioritizes the prospect's goals before yours.
Buyers only show for an appointment if they feel they can trust you. Therefore, you have to earn that trust. This process is not to be confused with talking about how great you and your Internet department are. Prospects will show up for their appointments because they connected with you through your phone conversation or email. This trust must be developed quickly. Try to do so by asking questions that highlight your trustworthiness and likeability.
To increase your appointments in the door, master processes like these:
Use this process and think each new call through. Practice it and pay special attention to your delivery. Perfect it and you are sure to have more appointments walking into your dealership.
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