A frustration often expressed by salespeople who regularly follow-up on web-generated leads, no matter the source, is not being able to engage the customer in conversation when they reach them in person. Salespeople often are met with resistance and cannot understand why a customer would voluntarily submit their personal contact information in the form of a lead, yet balk when the dealership reaches out by phone to answer their questions. This makes it difficult for the salesperson to sell to them if they cannot speak to them. How can you reach more receptive customers with proven word tracks and techniques? Rob Lange is sharing his expertise with you.
What action items will you take back to the dealership?
1. How to properly set up the call so you reach and engage more receptive, attentive customers quicker and more often than ever before and minimize follow up notes in your CRM.
2. How to “take the curse off the call” with a “customer service” type approach to remove resistance. Once the door is opened then it is time to switch to “sales” mode.
3. Logical and actual real life tested and proven word tracks that can be quickly and easily mastered so you can get started today!
4. CRM notes don’t pay the bills; conversations with customers do. Learn how to increase your contact rate to increase your appointment rate and ultimately sales.
Click here to watch Rob’s video: http://www.youtube.com/watch?v=QGvNLU5kLp4
Rob Lange is the national sales training director for Kelley Blue Book. His responsibilities include providing educational materials to dealers to enhance their sales processes using Kelley Blue Book Values and services and conducting dealer webinars to educate dealerships on the power of the Kelley Blue Book brand. Lange develops “best practices” documents for dealerships, contributes monthly articles to industry publications and regularly speaks at related conferences. Lange authored “Selling the Online Mortgage Customer,” a comprehensive sales guide for maximizing results with online borrowers, and has conducted more than 350 webinars for more than 5,000 attendees.
An 11th Digital Dealer® Conference & Exposition Featured Speaker: Rob Lange — Why Won’t They Speak to Me? Reach, Engage Receptive Car Shoppers: Take the ‘curse off the call’ with a customer service-type approach.
We’re building out the agenda, selecting speakers and topics for more than 80 sessions that are laser-focused on all things digital – Your Best Bet for Success! www.DigitalDealerConference.com