2-DAY TRAINING: PHONE SKILLS WORKSHOP
This training course focuses on improving the following skills;
Mastering Phone-Ups, understanding what it takes to bring prospects back to buy, how to master outgoing calls and finally proven ways to get more prospects and sell more.
Remember: All of our workshops can be customized for your specific in-house needs..
To sign up for the Phone Skills Workshop, click here. For more information on the Phone Skills Workshop, click here.
Guaranteed Phone Success
Day One, Group A: Half Of Sales And Management
Day Two, Group B: Remaining Half Of Sales And Management
Key Receptionists
- Special job responsibilities with regard to phone-up control
- Proper telephone etiquette
- Answering / Transferring
- How calls are logged & tracked
Management Meeting
- Logistics of phone-control based on dealership layout
- Management accountability to ownership and sales team
- Establishing minimum standards for the next 30 days
- Total opportunity management – how it works
- Developing a game plan and making it work for proven results
- Effective use of floor / phone logs
- Keeping sales team accountable in less than 60 seconds a day per associate
Mastering Phone-Ups
- Maximizing the incoming call
- What works, What doesn't and Why
- Soft sell - Smart sell
- Do's & Don'ts
- 6 steps to the ULTIMATE phone-up
- Live shopping of dealership
- Setting rock solid appointments
- Taking control & proper qualifying
- Motivating the customer to come in today
- The "Best Price Shopper"
- "What's my car worth?"
- Lease Adv. - the mileage?
- Role-play, Role-play, Role-play
Bringing 'Em Back To Buy
- Taking & maintaining control
- Extracting the "Real" objection
- Current commitment level
- Calling the MISSED appointment
- Maximizing the "Lost" sale
- Overcoming "We're still thinking about it"
- The "PR" or "CDR" callback
- Role-play, Role-play, Role-play
- Live demonstration of actual calls via speaker phone!
Lunch ( 12:00 – 1:00 )
Guaranteed Phone Success
- Priority calling
- What calls produce the most sales
- Incidental contact
- Soft sell - Smart sell
- Guidelines, fundamentals & psychology of phone use
- Utilizing voice mail & answering machines
- Best times & best places to call
- Role-play, Role-play, Role-play
Power Prospecting & Total Opportunity Management
- Follow-up or foul up??
- Asking & GETTING referrals
- Effectively calling the referral
- Total Opportunity Management
- Contacting "Orphan Owners"
- 3-Day follow-up call after delivery, made by our instructor LIVE on speaker phone
- Maximizing the delivery process to obtain referrals
- Role-play, Role-play, Role-play
To sign up for the Phone Skills Workshop, click here. For more information on the Phone Skills Workshop, click here.
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