3. 'SELL TO PROFIT' - SALES - HANDLING INCOMING CALLS & PROSPECTING (1 day)
For vehicle Sales Executives looking to become more efficient at driving business into their dealership and exploiting their advertising and marketing.
Telephone Enquiry and Prospecting demand a completely different approach. If we don't 'warm our prospective customers up' and persuade them to visit us, our advertising spend will be wasted. Worse, we may have aroused interest for them to telephone, visit and spend their money with a competitor.
AIMS OF THE PROGRAMME
To Ensure Understanding Of Why Incoming Telephone Enquiry Conversion Is The First And Most Important Part Of A Sale To Master.
To Raise And Re-Establish A Standard For Incoming Sales Enquiry Management.
To Convert More Telephone 'Maybe' Sales Enquirers Into In Person 'Prospects' Visiting The Dealership.
To Give Sample Script Structures And The Rationale Behind Their Structure Content And Style.
To Identify And Provide Sample Answers For Common Customer Objections/Concerns Or 'Brush-Offs'.
To Get Commitment To The Best Methods Of 'Selling The Customer The Visit'.
To Ensure Active Proactive Prospecting And Its Value Is Fully Understood.
To Explore The Most Effective Methods And Techniques Of Prospecting.
To Supply An Outward Bound Telephone Call Prospecting Structure And Sample Script.
THE MAIN THEMES THAT WILL BE COVERED ARE:-
INCOMING TELEPHONE CALLS
Incoming Calls And The Sales Process
Where Customers Are In The Buying Cycle With Incoming Calls
What Will Determine Which Dealership A Telephone Customer Will Visit?
Identifying Customer Attitudes By Effective Questioning & Listening
Basic Telephone Answering Guidelines
Incoming Telephone Enquiry Answering - 12 Commandments
Selling The Appointment - Sample Scripts New Car
Rational For Script Structure
Handling Used Car Enquiries
The Used Car Call - Rationale
Using 'Closes' To Commit The Customer To Visit
Use Of Incoming Telephone Call Tools:- Incoming Sales Enquiry Form, New Car Enquiry, Used Car Enquiry, Part Exchange Qualification Form, Relationship Tip Building Card