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New Phone script

As some of you know, the phone is my weakest area. Have new script I want to try to see if I can convert more of my phone contacts to F2F meetings. Let me know what you think.

"Good Morning/Afternoon/Evening, this is John with Clark Chevrolet, how are you doing today?
Great! So how may I help you?
Not a problem! So I can get all the information you need, may I ask a few questions?

Are you intrested in New or Used?

What Equipment would you like?

Just curious, if there was a similar vehicle with similar equipment that was less expensive, would you consider it?

Are you Adding or Replacing a vehicle?

And what are you currently driving?

So I have a better understanding of what is important to you, what do you like best about your current vehicle?

What would you wish was different?

Before we go any further, let me check the availability of _____ from our central inventory. This shouldn't take to long but just in case we get disconnected, are you calling from work or home? And your number there is?

And how do you spell your last name?

Ok great, let me check for availability real fast, you mind if I put you on hold for a sec?

Great news, availability looks great! May I make a recommendation? What's most important to me is that we make sure that you get the vehicle you want. I'd hate to be thinking you want one vehicle and turns out you want another. We should set an appointment for you to come down and make sure we have the exact car for you. Would some time today, or tomorrow be better for you? Morning or Afternoon?

Great! I will see you then. By the way have you ever been to our dealership before? Terrific, when you get here just have the receptionist page me.

Also if you could do me a HUGE favor, and for any reason you are going to be early or late, please give me a call, and if anything changes on my end I will do the same.

Thanks so much and see you on ___________________ - by jrboyd
As some of you know, the phone is my weakest area. Have new script I want to try to see if I can convert more of my phone contacts to F2F meetings. Let me know what you think.

"Good Morning/Afternoon/Evening, this is John with Clark Chevrolet, how are you doing today?
Great! So how may I help you?
Not a problem! So I can get all the information you need, may I ask a few questions?

Are you intrested in New or Used?

What Equipment would you like?

Just curious, if there was a similar vehicle with similar equipment that was less expensive, would you consider it?

Are you Adding or Replacing a vehicle?

And what are you currently driving?

So I have a better understanding of what is important to you, what do you like best about your current vehicle?

What would you wish was different?

Before we go any further, let me check the availability of _____ from our central inventory. This shouldn't take to long but just in case we get disconnected, are you calling from work or home? And your number there is?

And how do you spell your last name?

Ok great, let me check for availability real fast, you mind if I put you on hold for a sec?

Great news, availability looks great! May I make a recommendation? What's most important to me is that we make sure that you get the vehicle you want. I'd hate to be thinking you want one vehicle and turns out you want another. We should set an appointment for you to come down and make sure we have the exact car for you. Would some time today, or tomorrow be better for you? Morning or Afternoon?

Great! I will see you then. By the way have you ever been to our dealership before? Terrific, when you get here just have the receptionist page me.

Also if you could do me a HUGE favor, and for any reason you are going to be early or late, please give me a call, and if anything changes on my end I will do the same.

Thanks so much and see you on ___________________
Most of this should be done face to face.

You have only one thing to find out on the phone -

"Is this a real prospect?"

The second you are sure you know that, knowing you can't sell them if they are not in front of you, you close for the appointment. This takes skill, you have to sense the main hot button and indicate that if they come they will find what they are looking for - without saying anything.

What you currently do is the opposite of what I would suggest.
- by Gold Calling
Could you show me an example? This is my weakest area and currently at a 20% conversion ratio from phone to face to face. I hope to get it to atleast a 50% ratio. - by jrboyd
Could you show me an example? This is my weakest area and currently at a 20% conversion ratio from phone to face to face. I hope to get it to atleast a 50% ratio.
This is the hardest thing to teach, it is more a sense related thing. Once you have em on the hook, then reeling (so to speak) them in is relatively easy.

I cannot explain exactly how I know, I just know. And this is a profound or extremely strongly felt knowledge.

First, you script is poor to start, since they are calling you. They know the name of the dealership ... you simple answer with your name only; "Steven Burke."

Or, if you prefer "Steven Burke, how can I help you?"

Then they ask for information usually - right???

"Yes, Mr/MS _____________, I would be glad to help you. In order to do that better, I need to understand what you may be after a little better <don't pause!> ...

Here is where I can't tell you what to say after the pause.

Sometimes it would be this "is price the most important criteria for your purchase?"

Again, it is hard to teach this, as one script will never work for inbound calls. Why? Their request for info or what they said initially is how you figure out what to come back with ... the one thing we can teach you here is that you must gain control of the conversation at some point. After all, if all you do is answer questions they will keep