Phone Calls do Not Have to be Aggravating

Do you look at a phone up as an opportunity to sell a car? If you do not, you may be missing some deals. At first glance that last statement seems odd but when you think about it, the notion really isn’t because you see a phone up only as an opportunity to sell an appointment. The next time you receive a phone up, take control by asking and answering questions. When the customer asks a question, such as “Do you have a 1994 Camaro in stock?,” your response might be “I will check our inventory. Are you looking specifically for a 1994 Camaro or just some type of the sports car?” No matter what the customer replies, you can follow up by asking the acceptability of a stick shift or automatic, six cylinder or V8, lighter or darker in color? See this example: “Let me do this for you, Mr. Customer, let me check to see if I have a Camaro, just like what you are looking for in stock. At the same time let me check and see what we have coming in the next couple days as well. Are you calling from home or work? And your number there? What is your name? Mr. Customer, if you’ll keep your line open for about ten minutes, I’ll call you right back.” Now if you know the answer to all the questions your customer asked, call him back in a couple of minutes; if not, find the answers, call him back, and tell him the truth. If you have something for him, set up an appointment to show it. If not, call him back, saying that you don’t have what he’s looking for, but that you’ll keep your eyes open. Either way, now you have the information necessary to follow up.