Here's a great script that I came up with the other day that will generate family referrals for you and maybe even some sales.
You: Hi, Jim. This is Marv at ABC Motors--I sold you your Mustang a few months ago and I just wanted to check in with you to see how everything is going. How's the car running?
Customer: It's running fine.
You: Great! You know what? I've never asked you--what other cars do you guys have in your household?
Customer: We have a 2005 Ranger and a 2003 Lincoln.
You: OK--the reason I'm asking--my used car manager told us in a meeting that he is looking for some great used cars. He's selling so many--he's running out and he even said he will give top dollar for them. Are you thinking about trading any of those in?
Customer: My wife's been thinking about trading the Lincoln for something newer. How much will he give for it?
You: I don't know--I'd have to get it looked-at by my manager. (Change the subject.) What is your wife thinking about getting--another car or maybe a SUV this time around?
(Investigate a little and then go for the appointment.)
You: Tell you what, Jim--lets get together so I can get my manager to look at the car and so we can get your wife to look at the newer models. What would be better for you guys--this afternoon or maybe this evening?
Customer: How about this evening...
You get the picture.
OK--what if the customer says the wife wants a car but a few months down the road? Simple--put them into Car Sales Assistant 7 and have the program create a pop-up reminder to call them a few months later.
This script, I am discovering, works very well and it isn't a real high-pressure script. Either the customer is going to tell you that they are in the market for a car or they aren't. Either way, keep track of what they are driving so you can try it again six months later.
You: Jim--remember when I called you a few months ago when my used car manager was looking for cars? Well--he told us this morning that he is looking for used Lincolns and I remembered that you had one. Have you guys been thinking about trading it in?
Hopefully you get the picture!
Thanks for reading this blog. I know it is getting tough out there--especially for you Chrysler Dodge Jeep salespeople and us GM people. It is time to become professional and sell all you can. People are still buying cars--even from companies that have gone B.K. and those about-to. Follow-up on everyone, follow the steps of the sale, don't give up when closing your customer, realize that "I want to think about it" is an excuse hiding a true objection and most importantly, use my software! LOL.
Marv
No comments:
Post a Comment