Do you want to set more appointments? More importantly, do you want to have more appointments to show? This is one of the ways automotive sales professionals can easily sell more cars. However, it is not always as easy as it sounds. In order to accomplish this, you need to have the right automotive sales training to master your phone skills. Additionally, having the best vendor partnerships and technology, such as CallRevu, will help you identify your areas of opportunity.
The Millionaire Car Salesman Podcast Presents:
Interviewing the Business Development Manager Of The #1 Buick GMC Dealership In The Country: Jeff Homolak
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses how to set more appointments and how to get more appointments to show. More importantly, Sean dives into how this will help you sell more cars. In the automotive Internet department, it comes down to two things: automotive sales training and mastering your phone skills.
Joining Sean Bradley is Jeff Homolak. Jeff is the Business Development Manager at Medina Auto Mall in Medina County, OH. Not only is Medina Buick GMC the #1 Buick GMC dealership in the country, but they also won the GM Dealer of the Year Award in 2020.
About Jeff Homolak
Jeff built the Internet Sales Department at the Medina Auto Mall in September of 2020. Since then, the BDC has grown to extraordinary heights, setting over 840 appointments. Additionally, they are selling an average of 350 cars each month.
While there are many different things he has done, Jeff attributes much of this success to tracking the right data. Along with the appointment sold rate, the other important KPIs are the appointment confirmation rate and the appointment show rate. Equally important is then training his team to increase results.
For Phone Skills Tips & Free Automotive Sales Training
For Weekly Tips & Advice on Modified Title and / Focus & Additional Keywords
Show Notes: The Phone Skills You Need To Get More Appointments To Show
Set More Appointments & Sell More Cars Through Automotive Sales Training
Jeff and his team go through a lot of training. Every single day they are striving to beat the competition. Additionally, they have a very high standard set to be the best and to do the best. On top of this, Jeff created the right culture. He ensures that his employees are taken care of and makes sure that they are happy. This makes a huge difference. Employees work harder when they are happy where they are at.
The KPIs To Identify What Phone Skills Need Improvement
To properly train your staff in the right area, you need to identify the areas of deficiencies. By looking at the right information, Jeff is easily able to identify the areas of opportunity. He believes the most important things to track are confirm rates, show rates, and the sold rates.
The most important of these to him are the show rate. This is because this is the biggest thing that he and his department have control of. When Jeff started at Medina Auto Mall, they had a 30% show rate. However, he was able to bring this up to a 50% – 60% show rate.
The Phone Call Tracking Technology To Aid Your Training
Automotive Sales Training Took Jeff’s BDC To New Heights
Jeff contributes much of his success to training his people the right way. Not only is training is the most important element of a team, but it is also critical in any industry. Like Special Forces and Navy SEALS, all members of a team must constantly practice, drill, and rehearse. While Jeff is big on training, he is unable to see and hear everything. His partnership with CallSource helps him identify coaching and training opportunities.
CallRevu & Phone Tracking To Help With Automotive Sales Training
CallRevu and CallSource records and tracks all inbound and outbound phone calls. He receives DealSaver Alerts from CallSource, which are email updates on every call where his staff did not ask for the appointment or the customer did not commit to an appointment. Additionally, Call Source aids Jeff and his team with their DealSaver Recovery Alert Program, where CallSource’s call center returns a call to the customer to go for the appointment that his team failed to get.
CallRevu Acquired CallSource
CallRevu Acquired CallSource’s automotive division in September 2021. However, CallRevu does not intend to eliminate any of CallSources technology, people, or services. Instead, CallRevu plans to combine the best of both businesses to advance its technology and provide a higher level of service to automotive dealerships.
The Phone Skills & Phone Sales Tips You Need To Set More Appointments
Build A Relationship & Rapport To Set More Appointments Over The Phone
Building a relationship and rapport with a customer over the phone is easy with the right approach. To do so, you need to be personable. More importantly, when on the phone, act like you are talking to your friend. Then, when selling the appointment, you need to stress the fact that they need to visit the dealership. Jeff does so by explaining that a car purchase is not like making a purchase on Amazon. While it is easy to make a purchase on Amazon, it is not as easy to purchase a car.
Phone Skills To Handle Price Objections Over The Phone
Many people shopping for a vehicle online are concerned about the price. Jeff has a relatively simple approach to this. If people are inquiring about price, let them know that you understand that price is important to them. However, he then asks them if price is the only thing that matters. Additionally, he asks them if they want to know that they like the vehicle first.
If the price and payment was perfect, that may sound wonderful to the customer. However, what if the customer absolutely hates the vehicle? If they do, is the perfect price still worth it or is it a waste of money?
How To Get More Appointments To Show
The biggest challenge for many automotive dealerships is getting appointments to show up. The solution for this is to follow up. At Medina Auto Mall, they confirm appointments 2 days before, along with the day of. However, it is not just a matter of attempting to confirm appointments though. The means with which you confirm the appointment also plays a role. Jeff confirms his appointments with phone calls, texts, and emails. He uses all three methods because everyone has a different communication preference.
Phone Skills To Help You Provide More Value
While going for the appointment is the purpose of a phone call, having the proper road to the appointment is critical. To set more appointments, you need to provide extra value. Sean V. Bradley believes that you need to have a VPP, a value proposition package. You need to communicate what is different and better about you, your dealership, and your vehicle. Not only will this set you apart from the competition, but it will also lead to more appointments set, shown, and sold.
Free Phone Skills Tips & Automotive Sales Training Resources
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CallRevu: The industry leader for call tracking, lead management, and business analytic solutions.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.