What’s up everybody brian maxwell checking in live from ray Brandt, Nissan and beautiful New Orleans, Louisiana training here at the Nissan store and at the VW services across the the parking lot? Now, typically, when I talk to general managers, one of the things that commonly comes up – if they tell me that they have a pretty good sales team, they do a they do an okay nokay job of helping customers and they understand the product and they’re using the Crm, the only issue that they’re running into is that occasionally all the prospects that they have loaded in the CRM or that they filled into the pipeline they’re having a challenge with getting them across the finish line.
So I want to talk about that.
As far as with your your automotive sales consultant, whether it be green, peas or experience or if you’re, an automotive sales consultant, I mean you’re, utilizing the CRM and you’re reaching out to people, and you may be having some challenges.
A couple of things that you really may want to consider number one when reaching out to your prospects, either to CRM whether they have already been into the dealership, whether they came in via internet over the phone referral or whatnot.
What methods are you using to reach out to these folks over the phone or in an email for that matter? All of them should be treated as cold.
If you have not established some type of rapport with this person, if it’s a referral, someone you’ve never met.
If it’s a phone call lead and internet lead or even a person that came in, that only was there for a few minutes.
You want to think of them all as cold, so you want to approach them all the same.
Now, typically, most US people make a phone call next day, this hey Mary, John yeah.
This is John, hey John.
This is Brian over at ABC dealership and John.
The reason why I’m calling, because you came into the dealership – and you looked at our 2017 and blah blah blah, and I wanted to ask you if you be interested in coming back to any checking right after they see their name and that dealership name, that prospect Is totally putting their defenses up and they’re looking for the quickest way to get off of that phone? What you want to research is a term you want to search for this on.
Google is the term called patterns interim, and what that means is that when you engage with your prospect or with your customer you’re doing so in a manner that is totally foreign to what they would expect, your typical salesperson automotive sales consultant to reach out to them And say, which is what I just experienced a effective way that has worked for me and for thousands of automotive sales consultants and salespeople period that I’ve trained across the country is that, when reaching out making sure that you keep it tight, you keep the questions coming In and you want to make sure that you really come across as somebody that’s looking to explore or find out more information rather than trying to do a thirty second in promotional and sell them a product.
So a way to use pattern interrupts when you’re contacting a prospect will be something like this ring-ring ASB John.
This is John John Bryan Maxwell, John I’m looking for a little bit of help.
Let me explain the reason for my call John put some purpose to it, and then you and I can decide if it makes sense for us to communicate or to speak any further.
Will that work for you now what you’ve done you’ve called it.
You called you introduced yourself, you also ask for help, and one thing: you’re, realizing the psychology of selling is that human beings.
We are far more likely to help somebody than we are to just give somebody something, even though helping is given of your time, but one that is so foreign.
That is not how your typical salesperson calls calling asking for help.
Nobody want to bombard and they want to just sell, sell, sell clothes, clothes, clothes.
Okay, so you called in youto: hey, listen, I’m looking for a little bit of help.
Then let me explain the reason for my call to put a little purpose or to put a little context to it.
Then you and I can decide if it makes sense for us to speak any further now, when you put it the ball in this in the prospect on the customers court, you say, then you and I can decide if it makes sense for us to speak further.
That is what you call getting an upfront contract.
That is where you are putting yourself and that prospect together to make a decision and what you’ll find is by using that that type of a greeting on you can expect.
Even if you have horrible voice inflation, because tonality is very important, a lot of those people like to call – and they want to elevate their husband, hey John Bryan, hope you’re having a great morning that has sales all over its LG cell D sales.
You filthy filthy, but you want to interact with people on a level of an expert, so hey John Bryan Maxwell John look for a little bit of help and let me explain the reason for my call to put a little context to it.
Then you and I could decide if it make sense for us to even speak further.
Is that cool with you? Okay, you explain your total mate.
Let me explain the reason you got an upfront contract and you finished it up with the question now they say.
Okay, now you want to get into talking about your intent.
Well, John recently, you were in looking at a 2017 XYZ and John typically when people come in and they look at the XYZ, they have one of three concerns and then you want to go into whatever your three most common concerns typically are typically they’re coming in, Because they have a good vehicle is getting from point A to point B but they’re missing out on the features that are coming on the newer models and they want to take advantage of the latest technology or number two they’re coming in, because they’ve got a beautiful.
Does getting them around safely? It’s got features, but the gas mileage is is not as good as they want it to be, or number three they’ve got a vehicle with the features they’ve given them around safely.
Gas mileage is fine but they’re.
Looking for something that’s more affordable, which will a lot of to invest a little bit more money into their household now, which one of those three is affecting you enough, where you’d be willing to give another three to five minutes to speak with me now, you might Say that there’s no way that I would, I would ever respond to something like that, but I want to tell you: don’t knock it before you tried it because I’d say 98 % of sales people out there believe that they still have to use the same sales Tactics that were used 20 and 30 years ago – and I want you to take this into consideration when you’re looking at different methods to go about either making prospecting, calls or selling period a lot of old formulas and things they’re good.
They were effective and some of them still are relevant today, but a lot of those things that were written in the 90s and the early 2000s.
Even in the 80s, they were all created before the internet explosion before social media before the Manila onslaught.
So you have to factor those things in, especially if you’re selling vehicles listen, everybody was able to make 100 grand back in 80’s and 90’s before there was any internet to compare anything to long before there was Google reviews before there was social media before there was A true car and Edmunds, and whatever of Kelley Blue Book’s all of these things that make it to where now it’s a lot more competitive and you have to be far more skilled.
So when you’re reaching out to make a contact with somebody – and you hear the traditional person saying hey, just search up your ABC dealership and I’m calling the touch base with you and see if this is a good time to talk.
When do you think it’s ever a good time for a salesperson to call a prospect and interrupt a day? Do you believe anybody wakes up and says you know what I really look forward to all the salespeople? They can call and talk about really once our salespeople today, you you’re still probably avoid sales cause like the plague, which is why, if you call with your typical sales, call you’ll get typical sales results, which is about a 1 % either a positive response rate or A follow-up, but it becomes a John.
This is Brian and John, I’m looking for a little bit of help.
Let me explain the reason for my call to put a little purpose behind it.
Then you and I could decide if it makes sense for us to speak any further.
Is that cool with you try it see what happens whether you’re in BDC of your sales rep on the floor, just check it out, and you may say hey that would never work on me.
Well, it’s a good thing.
I’m not selling to you, but guess what it works and a lot of people are using it to increase their amount of appointments and remember.
The purpose of this call is not to close the sale.
It’s to schedule, an appointment now.
The next video I put up.
I’m actually going to go into what you say once you get them to agree to the three to five minute: exploratory conversation, okay, so the first step is when you hey John.
This is Brian and John I’m looking for a little bit of help.
Let me explain the reason for my call put a little context, a little bit of purpose to it.
Then you and I can decide if it makes sense for us to speak over speak further.
Let me explain why it’s so important when you say that get the Uni to decide if it makes sense for us to speak up further.
When you put the ball in their Court and then you say, then you and I can decide it makes sense to speak further you’re, given that prospect or a customer control and you’re getting what’s called an upfront contract, it’s an upfront agreement from them for you and Their prospect to make a decision together, based on the information that you provide, isn’t that the same thing that happens at your dealership.
So, if you’re unable to get them committed to an upfront contract upfront commitment at this time, there’s no way in the world to get them to a upfront, commitment or contract on a thirty forty, fifty thousand dollar vehicle or even getting them in, is going to be Possible so remember keep the main thing.
The main thing, the intent of the initial call it’s not to sell a vehicle, is to find out, if they’re being affected by one of the common issues that most people are affected by and if they’d be willing to give.
You three to five minutes in an exploratory conversation.
Now, during that exploratory conversation, again, that’s going to the next video.
This is where you go through, asking certain questions: finding out more information before you go into blasting, all of your benefits and here’s why you don’t want to just go in talking about benefits.
You expect that you’re talking about the benefits of a vehicle that this prospect or this customer is just going to tie those into whatever pain, they’re going through and they’re.
Not you never want to leave that to chance.
So what you want to do first is find out what type of pain they’re even having before you even go into talking about benefits.
So the initial purpose of a call is the call make the introduction explain the purpose of the call and to get their permission to proceed.
If you try doing it any other way, you’ll be steam, drawing them and you’ll get nowhere.
So remember, hey John! This is Brian Maxwell, John I’m looking for a little bit of help.
Let me explain the reason for my call, then you and I can decide if it makes sense for us to speak any further.
Is that cool with you, or does that make sense, or is that fair, try it and test it work on it, repeat it and try that as your introduction, as opposed to the traditional hey, this is Brian call of ABC dealership, but I just want to touch Base with you no you’re, not, they know you’re calling from a dealership, which means they know you’re calling about a vehicle and the next time you call they know they have no reason to pick up your phone.
But if you call – and you respect their time and you give them the information – and you put the ball in their Court – where they feel a lot more control and they have more power – you’ll have a lot more success.
So just someone want to throw out that with you, I’m going to get back over here into the training facility, but again Brian Maxwell checking in from Bray Brandt Nissan, a beautiful New Orleans, Louisiana, Rey brand Nissan and Volkswagen right.
There training them both.
So listen like it comment.
If you agree, if you heard some you never heard before.
If you disagree, comment tell me what you disagree with, but please make sure if you’re going to disagree, if you’re going to put something on negative or whatever make sure that you give us what you use that may be more effective other than that like it share It comment it Brian Maxwell, look forward to seeing you at the dealership.