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Forum: Idea Exchange
Topic: The Phone shopper
Topic Posted by: John Kenny (jaykay501@hotmail.com )Date Posted: Thu Apr 15 0:42:55 2004
Topic Description: I am not sure what the best way to handle a phone shopper is. I work in a smaller yard, and completely handle the sale from start to finish. When i get a phone shopper who wants my best price over the phone, or wants a trade value, i normally help out and hope i'm a chance of getting the deal.But they rarely come good, and I'm thinking I've got little to lose by not giving the price at all. What do you guys and girls think??
Original Message:
Posted by: Michael Hargrove
(mhargrove@bluinc.com
)
Organization:My Success Company
Date posted: Mon May 3 20:15:49 2004
Subject: Phone Shoppers
Message:
I second Chris's comments. I also personally think we have a pretty good program to help salespeople improve their telephone selling skills but I may be a bit prejudiced.
I'll add just a few points...1) our stats indicate that phone shoppers tend to be at the end of their buying process. 2) for our clients at least, whatever the salesperson's "fresh up" close rate is, it almost always exactly doubles for phone shoppers that show for their appointment. 3) phone shoppers say they used the phone to circumvent or avoid the typical car buying experience. 4) phone shoppers use the phone to help them eliminate dealers from their list.
Not taking phone ups, for the floor salesperson, is a very poor success strategy.
Reply:
Subject: Phone ups
Reply Posted by: Daniel
(DROCHA@LITHIA.COM
)
Organization: LITHIA
Date Posted: Thu Dec 21 20:41:28 2006
Message:
Phone shoppers have usually already got a price, the phone allows them to shop that price without leaving home. At the end of the day the husband can say, honey i called 5 dealerships and ___________ is the best, thats where we are going; all without ever missing the game on tv. 1) sELL THE STORE 2)Sell yourself & your service 3) Get them in people will pay more when they are already there. "Folks come on in and lets find you the right vehicle. You have ten minutes right, if I can't get you a price that you like in ten minutes, you can simply walk out. Give me the opportunity to work for you. I'll even pay for your gas if you don't buy anything, just for coming down.
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