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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: AMRIK
Date posted: Mon Sep 13 20:00:51 2004
Subject: THE PHONE SHOPPER
Message:
I AGREE 1000% WITH ALL WHO SAY THE PHONE SHOPPER IS TWICE AS LIKELY TO PURCHACE BEFORE THE FRESH UP. TO HANDLE THESE CUSTOMERS THE BEST AND EASIEST WAY IS YOU GOTTA ASK A FEW QUESTIONS, "WHAT KIND OF CAR WILL YOU BE TRADING?" THIS SINGLE QUESTION ALONE OPENS UP A MILLION OPPORTUNITIES TO SELL THE APPOINTMENT, OR STRONGLY STATE THE FACT THAT YOUR DEALERSHIP HAS NEVER LOST A DEAL OVER PRICE SO GET DOWN HERE AND WE'LL SHOW YOU WHY SO MANY PEOPLE BUY HERE. THERES TOO MANY TO LIST, BUT YOU REALLY BETTER START LOOKING INTO THEM SO YOU QUIT GIVING AWAY YOUR MONEY TO THE GUY DOWN THE STREET.
Reply:
Subject: Phone incoming calls
Reply Posted by: Wendy
(Mizicchia@aol.com
)
Organization: Toyota
Date Posted: Sat Oct 2 21:46:21 2004
Message:
I read some of the responses that were written, I agree with some of the answers partially. I believe that if you treat that customer on the other end of the line like they are your last up to meet bonus at the end of the month you will be able to sell the appointment not the car. I go thru 3 hours mandatory sales training each week, if you dont attend you get no bonus $, no matter how good you are at selling cars (I have been selling for 4.5 years)it's about becoming more professional, selling more cars having more fun and making more money, thats what it is all about, right? Remember if you treat them like you would want to be treated, they may start to like you , and if you can be convincing and professional they may start to trust what you are telling them, and if you have enough sales tools in your tool box you will be able to over come any objection they throw at you by acknowledging what they stated to you, then bridge the statement with a either or question, now guess who's in control? I have found that I sell more appointments by reassuring them why they should come to the dealership, simply I tell a customer that is being dominant that I will guarantee them if they make the trip to me and I cant make the numbers work out to fit their budget, I will fill their gas tank to send them back home, what do they have to lose? Also try tape recording your conversations with a customer and then critique where you could have made changes, the more you practice drill and rehearse the more natural you will sound on the phone and the phone then becomes your friend not your enemy. Good luck!
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