As we have all heard for several years, customers are on the Internet LONG before they step foot into your dealership. While online, hopefully your website content is interesting and engaging enough that the curious car shopper can’t help but to up the phone and give you a call. And once this critical connection is made, make sure you hold onto them with all your might and reel them in!

One thing that is really important to your sales team is good phone skills. I know, you think that seems too elementary, right? Everyone assumes they have good phone skills because they can operate the device, but this couldn’t be further from the truth. I am talking about phone etiquette.

You only get one chance to make a first impression. Think about it, every time you talk to a salesperson on the phone, you are left with an impression, I know I am. It may not be an honest representation of the service or product they are offering, but regardless, something sticks! If the person on the line appears disinterested, distracted, rude or rushed…. I cannot get off the phone fast enough and NOT do business with them! On the other hand, if the salesperson is courteous, knowledgeable, attentive and respectful….then they have my full attention and, quite possibly, my business.

The employees at your dealership need to be trained on proper business phone etiquette because every call is an opportunity to “WOW” a potential customer and influence them to want to do business with you. A phone conversation is usually a consumer’s first personal contact with your dealership, to insure it is not their last, make a positive and powerful impression that can develop into a memorable (and profitable!) customer relationship.

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