It’s so easy to accomplish, if only more salespeople knew regarding it.
One day I had been conversing with Greg, a client of mine who’s the typical manager of a dealership in the Orlando, Florida area. He explained about the time he had been a volunteer at the Disney World annual marathon. His job have been offering chocolate bars to runners on the 22 mile mark “candy stop,” which was toward the end of the marathon. He did this using a small group of other volunteers.
appointment setting said initially about 2 from 10 runners accepted his bag of chips offer. Then Greg noticed each runner had their name on their shirt. So he decided to start calling them by their name when supplying them a candy bar. “Tyler, do you want a candy bar…Martha take care of a candy bar…”
To his surprise, once he soon began saying their names, his bag of chips acceptance rate jumped to the 90% range.
The other candy volunteers started noticing what was happening with Greg, so they really started saying each runner’s name too. Suddenly they had about the same increase in acceptance rate.
The alteration was so dramatic that
Greg wished to try an experiment…
Greg asked one other volunteers to avoid using the runners’ names to find out an amount happen, and so they agreed and all sorts of stopped. They still made a pleasant offer, however they said, “Here’s a candy bar…could you take care of a candy bar…” without mentioning any names. As quick because they stopped doing this, their acceptance rates dropped back to around the 20% range again.
The reason why Greg informed me this story was because we simply completed performing a dealership wide phone sales audit at his store.
Among the tests we did that prompted his story was study of two groups of calls.
In Group A: We randomly pulled calls the location where the salesperson used the prospect’s name putting on through the telephone conversation.
In Group B: We randomly pulled calls in which the salesperson didn’t make use of the prospect’s name throughout the telephone conversation. Generally using this group, the salespeople were just as friendly plus some even said “Ma’am” or “Sir” since they talked. They just didn’t repeat the prospects name for example “Mr. Jones” or “Bill.”
At Greg’s dealership the vehicle sales department had a 36% greater appointment rate after they used the prospect’s name on the telephone compared to the group that didn’t. In the service department, they had a 19% greater appointment rate after they used the prospect’s name on the mobile phone.
The first time we did this test in a dealership, Group A were built with a 26% higher rate of conversion of leads to appointments than Group B. We’ve been doing these audits cell phone a couple of years and also the results have fluctuated from the low of 12% greater appointment rate to some most of 44% greater appointment rate.
The next occasion you’re not wanting to access it the phones, do that tip to boost your phone appointments by 12% to 44%, and use the prospect’s name in conversation. Some of you almost certainly know from experience sales appointments have a higher closing ratio than regular ups, making this a really lucrative thing to get good at.
Take note our audits have found that it’s important not to overkill with this particular tip and say their names a lot of times to where it appears artificial.
When they talk with a friend, you may naturally use their name a few times in conversation. The time is in conjuction with the best variety of times to acquire appointments based on our statistical sampling.
For additional info on setting sales appointments on the phone to get a new level of sales success go to www.dealersalesfunnels.com
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