29 May Turning Phone Ups to Deals
Taking a phone up is usually discouraging to a salesman. Nine times out of ten the salesman will anticipate the conversation going like this, “I was calling to see if you had that 2014 Ford Focus?” “How much are you asking for it….” After the salesman tells the customer the price they are usually trying to find a way to get off the phone.
Take control of the phone conversation.
The phone up needs to be portrayed as if the customer is standing right in front of you. Ask informational question first, their name, contact info. If the customer is hesitant to give their contact info then tell them that you are going to go find the car and call them back. Stress to them that it is important to you (the salesman) to go over the vehicle as if they are standing right in front of you. You want to paint the exact picture to the customer so they’ll be confident in the vehicle. This also will give you the opportunity to give your personal number to the customer. By giving your personal number usually breaks a barrier with the customer. They can now text you and call you direct.
Once you have the contact info then do exactly as you say you are. Find the vehicle they desire and paint the picture. Lead them to be curious and have to make a trip to see you in order to drive and buy the vehicle.
Be excited on the phone. If you are excited that someone has called you to buy a vehicle then usually they are going to be excited to buy a vehicle. Your tone of voice will help set the conversation.