The stronger you are on the phone, the more cars you will sell.
The phone is a critical tool in the car sales industry and chances are you are using it every day and multiple times a day at that.
You are using the phone to set appointments, follow-up with possible be-backs, check in with past customers and also as a prospecting tool.
The more you are using the phone, the more successful you are going to be in car sales.
That’s why in this episode of the go-to car sales podcast the “Car Pro Insider” we are going to review five of my favorite tips to help you kill it with the phone.
Five Phone Tips For Car Sales Professionals
1. Use A Headset
Whether you are using your cell phone or the dealership’s phone you have the ability to use a headset.
Using a headset allows you to free up your hands to take notes and use your hands to help articulate your conversation.
Even though your prospect can’t see you over the phone, they can hear you and feel you through your words. Using a headset will give you more freedom while on the phone and if you are a hand talker (I know I am) you will be able to use them freely while on the phone.
If you are currently not using a headset while on the phone give it a try. I would be blown away if it didn’t assist you in being better on the phone.
Even though your prospect can’t see you smiling while on the phone they can hear it and feel it for sure.
I’m sure you were taught to always smile while working with a customer well same goes for when you are on the phone.
A smile can not just be seen, it can be heard and felt. A smile is a powerful thing that especially when on the phone you should tap into its power.
3. Stand Up
I don’t know about you, but I find that when I am standing up I am better on the phone.
Sitting down and banging out calls all day gets old and can kill your tone level.
When you are standing up your blood is circulating more throughout your body which sharpens your concentration and makes you more energetic.
The more energetic and excited you are on the phone the more excited your prospect will be.
Like a smile energy and excitement are contagious and the more excited you can get your prospect the more likely they are to do business with you.
4. Use A Mirror
Setting up a mirror on your desk or even using your computer screens reflection of you will make you better on the phone.
Seeing yourself while on the phone will make it feel like you are having an actual face to face conversation and will help to remind you to smile.
Seeing yourself while you talk on the phone will help you adapt your body language to the flow of the conversation. This will make you sound more organic and natural to your prospect, which will make them feel more connected to you.
The more connected your prospect feels with you the more likely they are to do business with you and that is the name of the game.
5. Use A Script/Outline
Let me first clarify when I say use a script or an outline I am not saying you should read it verbatim during your calls. What I am saying is to use one as a guide to control the conversation.
When you control the conversation you know the direction it is going to flow so you can then be prepared to handle any and all objections or possible barriers to the sale.
Doing so will give you an unfair advantage.
Find a phone script or outline and practice drill and rehearse it until it flows off your tongue in a way that sounds completely natural.
The Phone Is A Lethal Weapon For A Car Salesperson
The more effort and time you invest into your phone skills the more cars you are going to sell. Period.
Get serious about your craft and the craft will get serious about you.
What are some of your favorite phone tips for automotive sales?
Drop them in the comment section below, I would love to hear from you.
Listen to this episode of The Car Pro Insider Podcast: