It’s very easy to complete, only if more salespeople knew about this.
1 day I was speaking with Greg, a client of mine who’s the overall manager of a dealership inside the Orlando, Florida area. He explained about the time he had been a volunteer in the Disney annual marathon. His job had been offering candy bars to runners in the 22 mile mark “candy stop,” which was toward the end of the marathon. He did this with a select few of other volunteers.
sales appointment setting said initially about 2 out of 10 runners accepted his candy offer. Then Greg noticed each runner had their name on their shirt. So he decided to start giving them a call by their name when supplying them a bag of chips. “Tyler, would you like a candy…Martha care for a candy bar…”
To his surprise, once he soon started saying their names, his bag of chips acceptance rate jumped up to the 90% range.
Another candy volunteers started noticing the thing that was happening with Greg, so they really started saying each runner’s name too. Suddenly that they had comparable increase in acceptance rate.
The change am dramatic that
Greg wished to try an experiment…
Greg asked one other volunteers to prevent using the runners’ names to see what would happen, plus they agreed and all sorts of stopped. They still made a pleasant offer, however they said, “Here’s a bag of chips…could you care for a candy bar…” without mentioning any names. As quick since they stopped carrying this out, their acceptance rates dropped back to around the 20% range again.
The reason Greg informed me this story was because we merely completed carrying out 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 the location where the salesperson used the prospect’s name at least during the telephone conversation.
In Group B: We randomly pulled calls the location where the salesperson did not 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 only didn’t the prospects name including “Mr. Jones” or “Bill.”
At Greg’s dealership the vehicle sales department stood a 36% greater appointment rate when they used the prospect’s name on the phone 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.
The first time we did this test in a dealership, Group A stood a 26% higher conversion rate of contributes to appointments than Group B. We’ve been performing these audits now for many years and the results have fluctuated from your low of 12% greater appointment rate with a most of 44% greater appointment rate.
Next time you might be reluctant to get on the phones, try this tip to boost your phone appointments by 12% to 44%, and employ the prospect’s name in conversation. A number of you most likely know from experience sales appointments have a much higher closing ratio than regular ups, so this is a very lucrative thing to get good at.
Please note our audits are finding that it’s important to not overkill with this particular tip and say their names way too many times to where it seems like artificial.
When they talk to some friend, you might naturally use their name a few times in conversation. The time is similar to the best number of times to obtain appointments according to our statistical sampling.
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