The phone call begins before we touch a phone. It begins before the prospect lands on a vehicle. Before we write up a prospect and before the prospect leaves. At the point when the prospect first eyeballs a vehicle on our lot, finds his strength to pull off the roadway, builds up his courage to approach a window sticker, this is when we start our phone call. It begins within our introduction. We plant seeds before we sow them. It is during the handshake that the prospect's walls are strongest. They come up to us, or we approach them, and they have their preconceived thoughts of what we are about to do. It is this time when we need to begin to plan where we will be at the end of this deal. Hopefully, we plan to become a friend. We want to know our new friend and sell him every car he will ever buy. We want him to rely on us for his automotive needs. There is no point in selling him only one car. Our relationship will begin with us giving ground to get ground.
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Most Helpful Customer Reviews
5 of 5 people found the following review helpful:
5.0 out of 5 stars
About Time Tony Z!,
By S Douglas "Scotty" (Las Vegas, NV United States) - See all my reviews
This review is from: Cars and People; Phoneskill (Paperback)
I have had this man in to train my dealer group on many occassions. I believe that I'm his biggest fan and loyal supporter. (He calls me stalker.) We have been using his phone scripts for over a year and have increased our showroom traffic show numbers with VIP Appointments set.
His talent is top notch and this book is a very direct group of his top performing scripts, or guides as he likes to call them. I'm glad the price is up there as no retail book buyer is going to pay that. However, every automotive sales pro knows that they have spent piles of money for training tapes and other training materials. Set one appointment and its worth it. The sub prime scripts rocks! Easy to follow. Simple to implement and use. Great job once more Tony Z! Great, great job!
3 of 3 people found the following review helpful:
5.0 out of 5 stars
Worth every penny. My guys are rocking!,
By B Jackson "Benny Jackson" (Florida) - See all my reviews
This review is from: Cars and People; Phoneskill (Paperback)
Okay, so the price tag concerned me. However, I have spent thousands of dollars in training materials to get the job done and although the money spent always paid itself back, this book has gone over the top. The scripts (or as Z calls them, guides) in this book are exceptional.
The biggest problem which every dealer has is getting their staff to understand and handle the phone.Not only are we (dealers) kidding ourselves about what amount of phone traffic actually occurs, we are missing the boat on our appointment closing ratios. This book has helped my guys understand how to keep the availability open regarding vehicles the customer calls on. Ziegler is so right and states in his book "after 40 minutes on the lot, dragging customers around, we land and write a deal on the wrong vehicle 40% of the time. . what makes us think that we are on the right car after 4 seconds on the phone?" Absolutley worth every penny. I hear that Tony Z works for eLead CRM. I intend to hire him to work in my dealership, when he becomes available. They say he's booked solid through the next 8 months! I understand why.
2 of 3 people found the following review helpful:
5.0 out of 5 stars
Excellent!,
By
This review is from: Cars and People; Phoneskill (Paperback)
Mainly I purchased this book for the phone scripts, very effective, gets customer in... Yeah, a bit pricey for 1 book, but it makes up for the price with just a small part of your first additional sale!
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