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Phone Training

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how to set appointments Phone Training, Competitive Edge

Hard-core vs. Soft-core: How to Set Appointments

Newest data confirms that 20% of your buyers call you in advance of their visit and 20% email you in advance of their visit. (This is much higher for “destination stores”.) 60% of buyers still walk in directly. How to set an appointment with these 40% of buyers will continue to determine your success. There… Read more »

Joe Webb • February 17, 2020
iphone Phone Training

Losing Connectivity: One Major Way the iPhone Hurts Your Sales

Have you updated your iPhone yet? Better hope your customers haven’t. BDCs and sales teams alike tend to bellyache about how difficult it is to get shoppers to pick up the phone when they follow-up. Well prepare for a gut punch, because that is going to turn from an ache to a major pain. One… Read more »

Joe Webb • December 2, 2019
The Golden Rule Phone Training

The Golden Rule When Setting Appointments

I do not train the things I do because it sounds good only in my mind. I train the proper way of setting appointments with inbound sales callers because I too have been a customer. Today’s shoppers have perceptions about salespeople (often undeserved) and expectations about their preferred buying experience (deserved). By adhering to the… Read more »

Joe Webb • March 14, 2019
  • Best Of
  • Most Read
  • improv comedyHow Improv Comedy Builds Companies
    By Joe Webb
    July 2, 2019
  • NYE PartyWhat My Crazy NYE Party Can Teach Us About Marketing in 2019
    By Joe Webb
    January 3, 2019
  • snowboardingShaun White’s Gold Medal Taught Me To Be Happy at Work
    By Joe Webb
    February 16, 2018
  • sales managers10 Ways Sales Managers Fail
    By Joe Webb
    March 3, 2017
  • sales managementThe Manager Who Doesn’t: A Guide to Better Sales Management
    By Joe Webb
    June 2, 2016
  • sacred cowCan you Kill a Sacred Cow?
    By Joe Webb
    January 12, 2016
  • The LeftoversWhat Happens When They Disappear?
    By Bill Playford
    August 29, 2015
  • DealerKnows CurmudgeonsFamous Last Words: The Way We Have Always Done It
    By Bill Playford
    July 26, 2014

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Gravy Internet Sales Training,Phone Training,Sales Training

Sales Tip #1: Gravy Should Be the Meal

The word “Gravy” is used in sales when something extra happens that is a benefit to you. It’s something that wasn’t expected, or additional profit that was made beyond the structured deal. In automotive retail, for instance, the majority of salespeople’s sold deals come from customers walking onto the showroom floor, being greeted, and subsequently… Read more »

Joe Webb • March 12, 2017
Ford Private Offer Internet Strategy,Lead Management and Process,Phone Training

Email Template and Phone Script for Ford Dealers

Hey Ford dealers…Ford Motor Company is doing their due diligence to retain happy customers on your behalf. Are you helping the cause or dropping the ball? Check out the email template and phone script below to help with the Ford Private Offer inquiries. If you’re unaware, Ford is sending out “Ford Private Offers” to targeted… Read more »

Joe Webb • February 17, 2017
DealerKnows Bored at Work Phone Training

Do You Mean It? Put the Sincerity Back Into Your Calls

People arent calling just go through an unnatural conversation about something they already read about online. They want to talk to a real person.

Bill Playford • August 24, 2016

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The 4 Tenets of Automotive Merchandisingby Joe WebbRead blog post

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