It’s so easy to accomplish, if only more salespeople knew about this.
One day I was conversing with Greg, litigant of mine who is the general manager of a dealership in the Orlando, Florida area. He told me in regards to the time he had been a volunteer on the Disney annual marathon. His job ended up offering candy bars to runners in the 22 mile mark “candy stop,” that has been toward the end of the marathon. He did this using a small group of other volunteers.
Greg said initially a couple of from 10 runners accepted his candy bar offer. Then Greg noticed each runner had their name on the shirt. So he decided to start calling them by their name when providing them a candy. “Tyler, do you need a bag of chips…Martha care for a candy bar…”
To his surprise, once he soon started saying their names, his candy bar acceptance rate jumped up to the 90% range.
Another bag of chips volunteers started noticing that which was happening with Greg, so they started saying each runner’s name too. Suddenly they had about the same boost in acceptance rate.
The modification was so dramatic that
Greg desired to try an experiment…
Greg asked one other volunteers to prevent while using runners’ names to determine an amount happen, and so they agreed and all stopped. They still developed a pleasant offer, nevertheless they said, “Here’s a candy…would you care for a candy bar…” talk about any names. As quick as they stopped achieving this, their acceptance rates dropped back to a number exceeding the 20% range again.
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The reason why Greg told 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 categories of calls.
In Group A: We randomly pulled calls where the salesperson used the prospect’s name one or more times throughout the telephone conversation.
In Group B: We randomly pulled calls the location where the salesperson didn’t utilize the prospect’s name throughout the telephone conversation. In general with this group, the salespeople were just as friendly and some even said “Ma’am” or “Sir” as they talked. They just didn’t repeat the prospects name including “Mr. Jones” or “Bill.”
At Greg’s dealership the vehicle sales department stood a 36% greater appointment rate once they used the prospect’s name on the telephone compared to the group that didn’t. In the service department, they’d a 19% greater appointment rate when they used the prospect’s name on the telephone.
Initially we did this test with a dealership, Group A stood a 26% higher conversion rate of leads to appointments than Group B. Were performing these audits cell phone a few years as well as the results have fluctuated from a low of 12% greater appointment rate to a high of 44% greater appointment rate.
Next time you’re reluctant to get on the phones, try this tip to improve your phone appointments by 12% to 44%, and use the prospect’s name in conversation. A few of you probably know from experience sales appointments have a much higher closing ratio than regular ups, thus, making this an extremely lucrative thing to get good at.
Please note our audits have found that it’s important not to overkill using this tip and say their names way too many times where it seems artificial.
When talking with a friend, you might naturally use their name a couple of times in conversation. Time is similar to the best variety of times to get appointments based on our statistical sampling.
For more information on setting sales appointments on the phone to gain a brand new degree of sales success visit us at www.dealersalesfunnels.com
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