Salespeople, Before You Ask for the Appointment, Do THIS!

I've listened to thousands of dealership phone calls, and there's one moment I hear over and over:

"Do you have the vehicle?"

"Yes."

"Great. When can you come in?"

And then we wonder why the customer doesn't show.

As a trainer and sales coach, you must have great questions, the right questions. They must uncover important aspects to gettng appointments that show.

In this episode of Dealer Talk with Jen Suzuki, I'm breaking down how I coach salespeople to stop collecting information and start collecting reasons for the appointment.

The customer hasn't driven the vehicle yet? That's a reason.

They're comparing two models? Reason.

They have a trade? Reason.

They've never owned your brand? Reason.

They're unsure about financing, features, space, lifestyle fit, or what's actually right for them? Those aren't objections to overcome. They're opportunities to help.