Don’t Sell Cars, Sell Appointments! transcript

inbound calls what is my goal on an inbound call what am I selling the appointment good and I can say anything I want to set the appointment as long as I don't what lie good I'm never going to lie to anybody most people though aren't selling appointments on the inbound calls they're selling cars and all prove it to you okay most people are selling cars all you got to do is throw them the slightest curveball and they crumble okay and I'm going to show it to you right now who sells a lot of cars in this market who who's like a big name in your head power power okay somebody give me a uh used car 3 four 5 years old please anything normal Yukon XL Yukon XL okay is that that's the uh Tahoe right yeah okay hey um are you a sales person sweet awesome there was a green GMC Yukon XL on the website a couple days ago it was a 2019 I just want to see if you uh still have that vehicle please I don't see it on the website now it was a 19 Utah green yes sir and I don't see it on the site now yeah I couldn't find it either those things go pretty quick so no problem all right thank you I really appreciate it no I love you is is a is is a manager ever going to get to touch that call no nobody's probably ever going to get to touch that call write this down right in front of you please don't say yes don't say no if you take an inbound call it doesn't matter what the car is don't say yes don't say no you're calling on the 2019 Yukon that is a car you called the I love the car business Yukon let me do this let me check on that Yukon for you it's not going to take me long and while I'm checking on that Yukon I could also check on other vehicles like it too you're looking for just Yukons or just nice fulls size SUVs in that price range what are most people going to say price range yeah and even if they're not they're like no I just want the Yukon you don't want to tell somebody you don't have the vehicle before you find out a lot of information Jacob if uh if 10 people buy a car from you sir how many have a trade out of the 10 um probably six so there's a 60% chance if I don't have the car I can still set the appointment on the what great what am I driving now he doesn't know right said maybe my credit's bad we don't know all we know is that we what we don't know so we we just want to complement the choice and expand the inventory here's what I like doing if I got say in a store every single phone call that comes in I have the salesperson fill out the call sheet same stuff people have doing for 20 years I stick the stuff in CRM which you know isn't always the easiest sometimes put your CRM and then uh uh where do I go right after that who do I go see hey Kenny I just talked to this guy 2019 Yukon I messed up uh I got his name it's Kyle disher off caller ID and I I I'm messed up dude he wants to buy a Yukon can you help me and most managers what should they do oh no problem let me help you out let me see what I got and then a manager calls a manager is never going to call me back what would happen if a customer walked in here and said hey I want the 2019 Yukon would we just kick him out or we have't talked to a manager if it's a good idea on the phone it's a good idea on the on the showroom it's a good idea everywhere right it's the same customer so 2019 Yukon that is a great card you called the right I love the Yukon awesome so let me do this let me check on those Yukons and what are you driving now TV6 oh cool how long have you had the ev6 6 months those are nice what are you planning on doing with your ev6 like when I'm done yeah haven't decided you know we'd love to buy it we're looking to buy vehicles right now so when you come in I'm telling you we can't even get those e6s so we we we're trying to buy them all day every day where'd you buy the ev6 here at West nice so thank thank you I appreciate you considering a skin let me do this let me check on that Tahoe and while cuz I'm just trying to do what get a in do you really Drive ev6 yes how much is your ev6 worth like value wise yeah I have no idea really if you did know what's it worth 30 $30,000 okay your ev6 is worth $30,000 it is the biggest piece of crap I've ever seen in my entire life you are a dirty filthy disgusting person and you should be ashamed to be here how dare you sir I'll get out of here your ev6 is a fantastic vehicle I love your ev6 we need a ev6 like yours and it's worth $30,000 it's the same number either way I hope he wants too much for his car when he comes in because if he wants too much for his car if he thinks I'm going to give him too much for his car he's more likely to do what show up show up all I want to do is get him in without what lying and from the guy that has his name on the front of the building I just heard that six out of 10 times people have a what so we should have at least 60% appointments even if we don't have the car right by getting super excited about people's current car so I don't say yes I don't say no I expand the inventory engage the trade and if you just do this you're going to have a ton of appointments 10 calls come in how many should touch a manager sales manager 10 [Applause] [Music] n for