Avada Car Dealer News

Have you or your Sales Consultants started using an AI tool?

Sales Consultants and Sales Managers can leverage AI tools in various ways to enhance their sales process, improve customer interactions, and streamline their workflows.

Here are some of the ways:

  • 1
    During the sales process for product comparisons
  • 2
    Acquiring product knowledge about off-make pre-owned vehicles
  • 3
    Replying to an e-lead
  • 4
    Replying to a sales call
  • 5
    Follow-up
  • 6
    Content creation for social media platforms, blogs, website, newsletters, automotive tips
  • 7
    Training: stimulate customer reactions, roleplay and sales skills
  • 8
    Marketing materials – ad creation – vehicle descriptions
  • 9
    Market analysis for social media targeting
  • 10
    Trends
Average Retail Listing Price
  • Success Tip
    If your customers have children who will be driving the new vehicle they are picking up from you, suggest they bring their children along for the delivery experience so they will be comfortable allowing them to use the vehicle on Saturday night when they ask for the keys. When your customer shows up with their children, they will be introducing you to your potential future customers. Be sure to connect with them on social media platforms and start a relationship with them.
  • Success Tip
    Be sure to have a list of your customers who will be servicing their vehicle at your dealership the next day. Check your CRM for lifestyle notes about your customer so that you can use fact-recall when you visit with your customer.

How to generate more appointments from sales calls?

When fielding a sales call, most Sales Consultants close for an appointment far too quickly and miss an opportunity to engage a potential customer and build rapport. Here are some great tips that will immediately generate more appointments.

Here are some of the ways:

  • Comply with the caller’s request
  • Confirm or get the caller’s phone number and
  • Stay on the line by asking your caller the following: “While I have you on the line, do you mind if I ask you a few questions?”

Most callers will be pleased to stay on the line with you and answer some questions since you’re giving the caller what they want. Some
examples would sound like this after pleasantries have been exchanged.

“Do you still have the 2019 Kia SOUL EV Luxury Edition I saw advertised on your website and is that your best price?”

“The Kia Soul is a spectacular vehicle. Let me save you some time and I’ll get right back to in the next 10 minutes or less and if it’s still available, I’ll check with my Sales Manager how firm or flexible he would be on the price for you. Are you calling from out of town or local…

(Caller replies)

I see you’re calling from 888.555.1212. Is that a number I could reach you at?…

(Caller replies)

While I have you on the line, do you mind if I ask you a few questions?”

(Caller replies)

“Yes, go ahead.”

Now you have an opportunity to ask qualifying questions just as you would with a visiting client. If you answer the caller immediately because you know the answer, your call could be all over.

Don’t be too smart for your own sake. Not knowing the best price, trade value or payments will allow you to stay on the line with a caller, further engage them and develop more rapport.

Using a Sales Call Capture Form like this one shown here prompts a Sales Consultant to ask more relevant questions to better qualify a potential customer.

Any receptionist can get an appointment by asking the caller, “When can you come in – later today or tomorrow?” Professional Sales Consultants need to SELL AN APPOINTMENT today. Most Sales Consultants use a blank note pad when fielding a sales call. The problem is that there are no reminders as to what they should ask. The sales call also places pressure on a Sales Consultant as they’re caught of guard and stumble to remember what they should ask.

The Sales Call Capture Form gives your Sales Consultants incredible confidence that their caller will hear and feel over the phone immediately elevating their professionalism. Please also remember that

TELLERS GIVE OUT INFORMATION. SELLERS GATHER INFORMATION.

This is a sample form used to develop a call-back strategy.

Included in your Sales Call Capture Form or a Call Back Form should be very important talking points.

  1. An element of urgency
  2. At least a dozen legitimate reasons a potential caller should visit you and
  3. A reminder to send a “HELLO” video.

To recap:

  • Comply with the caller’s request
  • Confirm or get the callers telephone number and
  • Stay on the line by saying, “While I have you on the line, do you mind if I ask you a few questions?”

Most callers will be pleased to stay on the line with you and answer some questions since you’re giving the caller what they want. Using a Sales Call Capture Form prompts your Sales Consultants to ask all the vital relevant questions and not just ask the caller, “When can you come in – later today or tomorrow?”

  • Success Tips
    Run Optimized Vehicle Ads to Run Highly Targeted Campaigns!

    TikTok’s ad targeting options let you show your vehicles to users based on their interests, behaviours, and demographics. Precise audience targeting allows your ads to reach users who are more likely to be interested in your inventory.

    90% of Canadian automobile consumers use YouTube in their vehicle purchase journeys. 70% of those said that they made their final selection based on YouTube vehicle review videos. Are you producing 2 to 3 minute video reviews for each of your used inventory yet?

  • Fun Fact
    The RAM 1500 eTorque engine option is a mild hybrid system that replaces the traditional alternator with a 48-volt battery-power,
    belt-drive motor generator. This increases performance, efficiency, payload, and towing capabilities.
  • Fun Fact
    Alfred Büchi (July 11, 1879 – October 27, 1959) was a Swiss engineer and inventor. He was best known as the inventor of turbocharging.

How can you generate more appointments from e-leads?

Have your Sales Consultants follow this proven BEST PRACTICE for replying to e-leads.

  • 1
    A Speed Reply (original content consisting of two options)
    A) An original 30 to 60 second “Hello” video if there is no phone number and/or both
    B) A telephone call if there is one to inform the client that you will work on their request and provide an approximate time that you will get back to them – do not over-promise.
  • 2
    Develop a ‘CONTENT REPLY’: this consists of the following
    A) A “Thank you!” and a reintroduction of yourself
    B) Answer your client’s questions
    C) Provide MORE information than requested.
    D) Ask relevant questions.
    E) Attempt to secure a show room appointment for a demonstration drive.
    F) Ask for a day and time to confirm the appointment if it’s not on the same day.
  • 3
    TOUCH DESK and confirm your strategy with a Sales Manager. Seek advice.
  • 4
    Produce an original 60 to 90 second video of the actual vehicle the client may be interested in. This could be sent before the content reply or after – decide with your Sales Manager. Alternatively, you could send a link to a positive video review or a Tech Video(s) that demonstrates some outstanding features and benefits – be sure to prescreen any videos you send. If appropriate, send both.
  • 5
    Send a Sales Manager “Hello” video the next day – this could be an original or a pre-recorded video.
  • 6
    New information should be sent or provided on a frequency decided between you and the Sales Manager. Determine what form of communication for follow-up will be used. (E-Mail / Text / Phone)

You can have everything in life you want if you will just help other people get what they want.
Zig Ziglar

  • Test Drive Tip
    Have your Sales Consultants drive the vehicle first pointing our drivability features you want the customer to try. If they don’t, it will just be a Sunday drive for your customer. Have the customer put the vehicle through its paces and sell the vehicle.

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