You can't sell cars over the phone, nor should you try.
If a
person calls a dealership more than likely that person is interested in buying a
car. Purchasing a car is not usually a transaction that is completed without the
customer driving the car. Nor should any conscientious sales person try to sell
someone a car without the customer seeing and driving the car. What a
professional sales person does is set an appointment.
"One thing most people don't realize is on the average, a phone up is closer to a buying decision than a floor up."
SELLING CARS: The Handbook Of The
Professional is a quick and to the point how-to designed for people who
have never sold cars or experienced sales people trying to get back to the
basics. Chapter seven is a quick overview of how to properly handle
a phone opportunity.
Why are most salespeople so ineffective with prospecting calls? Because of a lack in training! Most phone ups are not taken seriously enough by salespeople, even though approximately 95% of all phone ups buy within a week. Even more interesting is that less than 15% of salespeople are willing to ask for a customer's name and number over the phone! Without a name and number, how would you sell an automobile to a customer? You won't!
Patrick Davis gives in his best selling book SELLING CARS: The Handbook Of The Professional an exact dialouge that will enable you to take control of the conversation and close the deal almost every time! Patrick has a call center development plan that will work for you!
