Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
Keith Shetterly

Keith Shetterly Owner

Exclusive Blog Posts

How SEO Impacts the Service Department

How SEO Impacts the Service Department

Digital marketing in the dealership often is viewed and conducted solely from a sales perspective. But the service department, often called the "backb…

What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

Why Your Online Shoppers Don’t Take the Bait

Why Your Online Shoppers Don’t Take the Bait

You think you’re dangling an enticing lure in front of your customers’ eyes. You plan to set the hook and reel them in. But what you don&rs…

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

Shetterly's 3 Laws of . . . Sales Calls

 

1) Rapport Gets'em in the Door:  Smile!  Shoppers buy from people they like and trust, and that process begins from the first moment on the phone.  Be and sound happy and interested, and they will be, too.  They can see your smile through the phone, and always give it to them--so that they want to come see you and your vehicle for sale.
 

2) Conversation Leads to Conversion:  Give in Order to Get.  Give your name to get theirs; give your enthusiasm to get theirs; give your phone number to get theirs; give your urgency to get theirs; and so on.  And answer enough of their needs only to convert to the appointment, not close them on a vehicle.  Which is actually the next rule . . . 
 

3) Close on the Appointment, not on the Vehicle:  For best selection and terms, they must be present to win!  An appointment is faster and makes best use of their time; you'll have several vehicles pulled up and ready for them to choose from; the particular pre-owned vehicle is very popular so your manager is scheduling times for test drives; finance will already be prepared to discuss terms; etc.  An appointment gives all that in perception and is your well-proven best shot at actually delivering both a great shopping experience for your customer and a sale for you!
 

See the rest of the laws at www.shetterlyslaws.com.


 

By Keith Shetterly, keithshetterly@gmail.com

Copyright 2011 All Rights Reserved www.keithshetterly.com

www.twitter.com/keithshetterly

www.youtube.com/keithshetterly

www.shetterlyslaws.com

Bryan Armstrong
Woot! Love it as usual Keith. So often I see people trying to sale metal over the phone when instead they should be selling the process and the experience. What is wrong with telling a customer on the phone "Not only will I insure that you receive a fair price but at the end of it all I'm still going to provide you with a professional delivery and excellent follow-up and service. Now what time where we getting together, 3:15 or is 3:45 better?" Most appointments aren't made because the salesperson simply didn't ask!
Keith Shetterly
"Most appointments aren't made because the salesperson simply didn't ask!" I've listened to thousands of sales calls. This is so true! Thanks Bryan!

 Unlock all of the community & features  Join Now