Can you go 5 for 5?
Enter the mobile number you want the call to come to, and the code your manager gave you.
Pick a customer. Your phone rings in a few seconds. Answer it the way you'd answer any up — not with "hello."
Calls are recorded for training and run about six minutes. Three a day, fifteen minutes apart. If you don't answer, it hangs up rather than leaving a message.
Before you dial
It's all about the names. Start with yours — your name and your department. Then get three things back:
Then use their name again later in the call. Your name, their name, the name of their city — that's the Name Game.
Praise it — the excellent selection, the bilingual staff, the new facility. Pick the one that fits the call.
"What are you driving now?" Open the window to the deal.
Pose it, and let them finish it: "Are you planning to put some money down and financing, or…?" Never mention cash, and never ask if they are paying cash.
Earn the ask. Did you ask what city they're calling from? That is how you know how far they are coming.
Then invite them in, and ask — every call, no matter what. Ideally today, or inside 72 hours. And give them a good reason to come in.
Ray’s #1 Word Track
“What are you driving now?”
Use it and open the window to your deal.
