We’re back with another technique tidbit! This time, we have a lesson on how to make fair trade starting with the first call. The first step is to know the goal of the call. This is the easiest part because in sales it never strays from setting up an appointment. As we all know, appointments lead to sales. Setting the expectation for appointment mentality is the best way to ensure success from the start!
After the Appointment is Made
Sometimes, it can be challenging to convince a customer to come in. Maybe they don’t feel as if they have time to do so, or maybe they just don’t want to. Your job is to make them think they’re missing out by not showing up. Make them want that appointment just as much as you do.
The first thing they want to know is the best price, which you’re going to give them, but not without the opportunity to do so. The best response to this is to say that you completely understand their situation. Customers love when a salesperson is on their side, and that’s what you’re showing them. With this simple phrase, you’ve already established that you’re ready to help work around their circumstances.
Ask the Right Questions
Next? It’s time for you to ask the fabulous four questions!
- What type of car do you have?
- What year is it?
- What’s the color?
- How many miles are on the car?
The key to these questions is keeping your excitement at an all-time high! Remember, the tone of voice over the phone is everything. By keeping your enthusiasm at 110% your customer will reciprocate!
What’s the Vehicle Worth?
The next question the customer is going to ask is what their vehicle is worth, which means they’re following the lead you’re taking. You’ve got them exactly where you want them.
Ask “when’s the last time you had it professionally appraised? Let’s start there. Are you more available to bring it by now? Or later today?”.
This cannot be stressed enough- stay excited! It’s easy to become deflated as the trade goes on, but you cannot let that happen. If the customer follows your excitement, then they’ll also follow your deflation, so be extra cautious of how you’re being perceived.
Not doing so will make the customer think you’ve found issues with the trade and will get pushed away. Don’t let that happen! Remember, the goal is to get them into the dealership!
Confirm the Appointment
If they resist your initial offer of an appointment, it’s not the end! Try offering a time for them to come in.
“I understand, but is there a way you can bring it by at 5:15 tonight?” will make the customer wonder why you offered a time. You’re not promising anything, but this gives them enough incentive to make the trip.
Another way is to say, “I have a manager who loves these vehicles, and I think he can do better, so I want him to be here while you’re here. Do you think you can make that happen?”
Even bringing up the concept, “Would you spend $5-10 to save about $500?”
The customer sees that you’re persistent, but they also know from speaking with you that it’s because you want to help them!
Now that you’ve got our aid, there’s no more being betrayed in the trade! For even more tricks, request a free demo!
