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"We've had quite a few calls on that car today...when can you come in?"
or, "It will take me about 10 minutes to get that information...what's the best number to call you back",
or "Someone is coming to look at it tomorrow. If you think it's the right car for you, can you make it here by 5:30 tonight?"
Are any of these true? Have there been quite a few calls? Will it take you 10 minutes? Is someone coming in tomorrow?
Why is the strategy of lying to our clients in order to gain contact information and/or appointments an acceptable way of doing business?
Hint: It's not!
Now you may think of these are "Harmless tricks of the trade", which is like saying, "Great character is a trait told best at storytime".
When lying is used as a strategy at the beginning steps of a transaction, it will certainly lead to the justification of lying throughout the transaction ...and then onto the next transaction ...and the next...
And when salespeople are TAUGHT to lie to clients (and/or are given tacit or "blind" approval), then the entire selling culture of the dealership is in jeopardy.
"What if I can't get appointments or contact information without trickery?"
Then get out of the sales profession immediately. Your clients need and deserve you to be more.
On the incoming sales call, take these steps instead...
No lying. No tricks. Superior Salesmanship. Superior Dealership.