Sales Tips

Customer want to know who they will be speaking with.
Customer want to know where this person is from, their basic company information.
Customer need to know that investing their time with this person could result in benefit to them, i.e. satisfying "What is in here for me?"

It is not necessary to use a pre-written sales script. Each one of us have their own style of presenting information and ideas.

However, it is important you follow logical 'train of thought' or steps so do not lose focus and address all concerns of the customer.

Make sure that you:

Introduce yourself to receptionist and other staff member who may handle phone
Meet your Office Manager, Internet Manager, and General Manager
Check out your dealership's website, note down any changes you think may improve the website
Find out when is the next Internet Sales Monthly Meeting. If your dealership does not hold Internet Sales meeting, you may want to propose to your Internet Manager to hold a separate meeting to discuss Internet based sales.
Share your notes about dealership website with your Internet Manager.

You can ask the following questions to better prepare yourself to handle customer's objections and concerns:

Are you considering trading in your current vehicle?
If not, what are your plans for it?
If so, are you currently making payments or do you have a free and clear tile or lease termination date?
What is the current mileage on your vehicle?
Could you tell me more about the exact model / equipment / transmission and color?
What is it that you like most about your car?
What is it that you like least about it?