Increasing Sales Success through Effective Phone Strategies

Introduction

• Develop 3-5 hot prospects daily from 10 quality conversations.
• 12 proven steps to create a steady flow of repeat referral sales.
• Transform phone phobia into phone success with a guaranteed method.

Importance of Phone Use in Dealerships

• The phone can be a powerful or misused tool.
• Thousands of sales are made or lost daily based on phone use.
• A tested, proven plan is crucial for success.

12 Steps to Successful Phone Conversations

Step 1: Preparation

• Tools Needed:
  • Note-taking device.
  • Customer profile information (drivers, vehicles, finance info, etc.).
  • Contact details (home, work, cell, email).
  • Reason for the call beneficial to the customer.
  • Tools for follow-up (e.g., CRM).
• Human Elements:
  • Positive attitude and smile, influences the conversation.

Step 2: Verify Prospect's Name

• Use the correct name (William vs. Bill).
• Avoid mispronouncing names.
• Prefer using the first name for a casual approach.

Step 3: Get the Green Light

• Respect their time before introducing yourself.
• Use effective phrases like "Did I get you at a bad time?"

Step 4: Introduction

• After getting the green light, introduce yourself professionally.
• State your full name and reason for the call.

Step 5: State Your Reason for Calling

• Personal connection and differentiation from solicitation calls.
• Examples:
  • Follow-up after vehicle delivery.
  • Thanking for a referral.
  • Discussing lease expiration options.

Step 6: Determine the Best Prospect

• Ask questions about the household's drivers and vehicles.
• Identify the next likely buyer.

Step 7: Justify

• Probe gently to learn more about future buying intentions.
• Use a soft-sell approach.

Step 8: Qualify

• Discuss potential specifications for the next vehicle.
• Avoid discussing money specifics unless necessary.
• Encourage the customer to "build" their next vehicle.

Step 9: Sell the Advantages of Buying Now

• Highlight benefits like financing, trade-in value, and sales events.
• Tailor advantages to the customer's motivations.

Step 10: Set a Solid Appointment

• Simplify the process: "Daytime or evening?"
• Ensure the customer chooses the appointment time for likelihood of attendance.
• Convey professionalism and busyness.

Step 11: Connect Yourself to the Prospect

• Confirm the appointment via text or email.
• Send additional information and reminders.
• Use creative methods like selfie texts or videos.

Step 12: Ask for Referrals

• Note: This will be covered in detail in a future session.

Conclusion

• Effective phone techniques can significantly enhance sales success.
• Stay tuned for more insights on generating referrals.