E-Lead and Sales Calls Mastery Workshop
Who Should Attend:
Sales Consultants, Internet Sales Consultants, BDC Specialists, Internet Sales Managers, Sales Managers
Program Duration:
1 Day
Download PDF:
Your dealership floor traffic is DECREASING. Your digital dealership “finger traffic” is INCREASING.
The new battleground for attracting customers relies on the ability of Sales Consultants, BDC Specialists and Internet/Digital Sales Managers to quickly form a relationship online or on the phone and effectively reply to an e-lead or a sales call to sell an appointment.
Over half of all customers will e-mail or call a dealership before actually visiting it. This is not only a convenient way to shop, but allows customers to make a decision as to which dealership to visit based on the following criteria:
- Did the dealership respond quickly?
- Did the dealership answer all of my questions? (even the difficult ones such as, “How much is my car worth?”)
- Was the tone of the e-mail response inviting, patient, enthusiastic and helpful?
- Did the dealership provide unique reasons to visit the dealership over others?
This workshop is designed to not only to generate more appointments from e-leads and sales calls, but also establishes an E-Lead and a Sales Call Sales Process.
Workshop Content:
- What people (really) want when they e-mail or call the dealership
- Establishing an E-Lead and Sales Call mindset
- Establishing an E-Lead and Sales Call Sales Process (Digital Purchase Experience)
- How to formulate a Speed Reply
- How to create “HELLO” videos
- How to formulate a CONTENT Reply
- The 6 CRITICAL elements of a Content Reply
- How to effectively respond to the 5 types of e-leads and sales calls:
- Vehicle Availability (“Do you have the new… ?”)
- Further Pricing Information (”What would be the price and payment for a… ?”)
- Further Details (advertisement, vehicle information, leasing, etc.)
- Trade-In Value (“What’s my car worth?”)
- Best Price Request or Quotation (“What’s your best price?”)
- Creating a Resource Folder
- How to effectively follow-up E-Lead customers (how often?, how long?, what content?)
WYE MANAGEMENT FUN FACT:
Wye Management created the very first E-Lead/Internet training workshops in North America.
U.S. Automotive News featured the workshops on the cover and introduced manufacturers and dealerships to the “New World”.
