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Jared Hamilton

Jared Hamilton Founder - CEO

Exclusive Blog Posts

Knowledge is Power, so Track Important Service Stats

Knowledge is Power, so Track Important Service Stats

J.D. Power and TrueCar have struck a deal for the sale of ALG, so it’s headed to a new home. Absorbing a company for $135 million that does much …

Do you suffer from Conversational Narcissism?

Do you suffer from Conversational Narcissism?

I know the title sounds like an ad for a clinical trial, but what I’m referring to is a problem that runs rampant in dealerships. If not checked, it …

Why Do We Make it So Hard to Pay A Repair Order?

Why Do We Make it So Hard to Pay A Repair Order?

Working on the dealer level, we know firsthand how difficult it can be as a "customer" to pay our repair order or get our own vehicles' statu…

The Conversation Shouldn't End At “What’s the Price?”

The Conversation Shouldn't End At “What’s the Price?”

Handling customer objections isn't always easy. Especially when the customer is calling you on the telephone; knowing what to say and how to approach t…

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

Fixed Ops Marketing Best Practices, Not Dirty Tricks | KPI Cafe Season 6 Episode 6

To round out our season, Reunion's own Chad Graves and Andrew Kocha join the KPI Cafe to discuss a wealth of topics regarding how dealerships can best …

Handling internet leads successfully usually requires moving the lead from the web, to the phone, to the store.  Phone skills are very important since that is how you build raport and a relationship to bring the customer to the dealership.

I heard this simple question from a rep of mine a while back and it  works GREAT to open up the conversation to set an appointment. Adapt this to your personality and it will engage your guest in a trial close and let you know where you stand.  Remember, the road to any successful sale is to build value, build a relationship and overcome any objections.

Wording:

After responding to the vehicle inquiry, get the guest on the phone confirm that you have the correct vehicle.  Then simply ask them, “Are you the type of customer that would like to test drive the vehicle before making a selection or will you just handle everything over the web?”

The vast majority of customers will answer that they would like to “test drive the vehicle.” This is your perfect lead in to schedule the appointment.  Respond, "Great, when would be a good time to meet up? Is tomorrow afternoon good or..."

Every once in a while some will answer “everything over the web” and if that is the case you can begin the credit application etc process according to your dealership policy.  "No problem, we are one of the few dealerships who have a process to handle everything over the web for customers like yourself.  To get started lets..."


It is a simple yet effective trial close.  There are plenty others, let me know what works for you...
 

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