Lesson Elements
- 28 Interactive Modules
- Downloadable Workbook
- Key Lesson Takeaways
- Checklist Of Action Items
- 14 Quizzes | Knowledge Checks
- Resources | Glossary
- Certification
You Will Learn How To:
- Discuss why it’s important to schedule appointments with customers to come to the dealership.
- Create a sense of urgency when setting sales appointments.
- Explain the importance of having a valuable conversation before asking for the appointment.
- Define east and west appointment scheduling.
- Set sales appointments that show up.
- Explain why it’s crucial that a sales manager confirm your appointments.
- Describe the appointment confirmation process.
- Discuss what you can do to prepare for an upcoming appointment.
- Effectively follow up on missed appointments.
- Schedule be-back appointments that come back to the dealership.
Scheduling & Confirming Appointments
- Most Car Buyers Want Face-To-Face Interaction
- The Appointment Is Exciting
- When To Ask For The Appointment
- A Valuable Conversation Sets The Stage
- What Is A Valuable Conversation?
- Too Much Information
- “It’s Based On Your Credit”
- Don’t Try To Qualify Customers Over The Phone
- Monthly Payments
- It’s Available
- Don’t Fact-Find Over The Phone
- When Can You Come In Or When Can You Stop By?
- Engagement Quality Is The Differentiator
- The Immediate Goal Versus The End Goal
- Asking For The Appointment
- East & West Scheduling
- Create A Sense Of Urgency
- The Appointment That’s Important Enough To Keep
- If You Need To Reschedule…
- Appointment Objections
- Recapping The Appointment Commitment
- The Appointment Confirmation Call
- Be Prepared For The Appointment
- The Missed Appointment Call
- The Be-Back Appointment
- Explore Automotive Telephone Fundamentals
