Increase Be-Backs and Sales

Key Points:

• Call unsold showroom traffic right away to increase be-backs and sales!

• Don’t wait until the next day or never….call in 15 minutes!

• BDC needs to follow up right away!

• Customer service driven phone call

• Salesperson should have a different focus than BDC when both are calling

Increase Appointments That Show in Your Dealership

e-Dealer Solutions In Dealership Training Workshops
Your dealership staff must increase showroom traffic by increasing prospecting phone calls every day! These must be quality phone calls! You will learn strategies for converting all types of calls like: internet leads, incoming sales calls, equity, conquest, lease retention, be-backs, orphans and more.
Here are some areas we cover:

• How to approach sales calls, voicemails, videos, emails and texts with customer service focus

• Learn 5 Steps to effective phone calls

• Know how to gain leadership of phone calls

• Identify relevant 2018 leading questions

• Understand your brand experience and promote on phone call

• Learn professional appointment setting techniques

• Identify 15 actions to improve appointments that show on time

• Increase appointments set and shows to meet benchmarks

Statistics

There are so many ways buyers contact dealerships to obtain information. We love using statistics to ensure sales processes are relevant to the times.
Cars.com published a study with statistics that shares dealership contact methods.

• 50% go directly to dealership

• 22% call the dealership to set up an appointment

• 14% submit contact information from a laptop/desktop to the dealership

• 14% submit contact information from a mobile device to the dealership

• 1% other

If you use statistics to modify sales processes, then having written processes for walk-ins, internet opportunities and /incoming sales calls is a must. Once you have written processes for all of these avenues you have training materials to train and coach on.
This is important because all too often dealerships focus solely on walk-in sales training.
Statistically, it’s a 50/50 on walk-ins and internet/incoming calls combined for how a dealership generates traffic.
When dealerships focus efforts on both walk-ins and internet/phone ups, managers and sales teams will grow to new heights in sales.

Experience-Based Selling Tips

#undercoverstalker – following up aggressively with customer service tone and verbiage.
We love using this saying during training because as salespeople, we need to follow up all the time! At the same time, you want call backs from your voicemails and emails! There is a fine line when contacting frequently so you do not create negative feedback from prospects.
When you use a customer service approach versus “sell, sell, sell” approach, you will be seen as a helping hand versus someone just trying to “get em’ the door!” This strategy will help you increase responses back and reduce the number of, “oh you did” phone calls/emails.
Ask us for some examples! danielle@www.edealersolutions.com