Using Mileage To Get Customer To Trade Call Step 1 Be Prepared Step 2 Greeting Review the customer’s record and conduct research which will help you appoint your customer. Is (customer first name only) there? Step 3 Authorization I hope I am not getting you at a bad time? Step 4 Introduction This is (your full name) from (your dealership name). Step 5 Reason For Calling The reason I am calling is to thank you for giving me the opportunity to earn your business. I am sorry I was unable to earn your business. Hopefully you’ll give me a chance in the future. Step 6 Talk About The Opportunity I would however like to let you know that I’ll still be here for you if you should you have any service needs. So when you’re ready for service, please call me and I’ll be glad to make all the necessary arrangements for you. Not only the car you recently purchased, but any others you may have as well. You must now prospect the household. Ask for Referrals Finance Termination Technique Step 7 Handle Objections N/A Step 8 Sell The Appointment N/A Step 9 Directions & E‐mail N/A Step 10 Plan For Future If no appointment, ask the following: (Customer first name), when would be a better time for me to follow‐up with you, this week or next? Always schedule a future follow‐up with your customer. Make an appointment to get an appointment. PhoneNinjas.com ∙ A collection of the best automotive phone scripts available anywhere! Copyright © 2011 Phone‐up Ninjas — All Rights Reserved Using Mileage To Get Customer To Trade Call Finance Termination Right now we have a special program going on that will allow us to pay off your current loan, allowing you the opportunity to purchase a brand new (make) (model) with little or no money down for a similar payment to the monthly payment that you're probably making now. Is this something that might interest you? Can you come in today or tomorrow? Back to list Referral Technique Step 1 Get Permission Step 2 Establish Credibility Step 3 Tickle Your Customers Brain Step 4 Keep the picture Big Step 5 Wait & Listen Step 6 Show Understanding Step 7 Ask Easier Question Step 8 Ask Again Step 9 Wait & Listen Step 10 Get the Info Can I ask you for a small favor? Something that we are really proud of at (dealership name) is the fact that we get most of our business from repeat customers and referrals from people just like you. Who do you know, maybe a friend, relative, neighbor, somebody from work, or perhaps somebody in passing. Who mentioned that they might be thinking of a new or pre‐owned vehicle for themselves as well? Give the customer time to think. I know that was a tough question, I probably caught you off guard. Let me ask you an easier question and all my customers can answer this one. Off all the people you know, who's likely to be next; not now, but down the road? Give the customer time to think. They usually put a little more effort in here. What makes you say them? When do you think that will be? Sounds like I should be talking to them. Where would be a good place for me to reach them during the day, home or work? and that number is? How do I spell their last name? Back to list PhoneNinjas.com ∙ A collection of the best automotive phone scripts available anywhere! Copyright © 2011 Phone‐up Ninjas — All Rights Reserved