It’s so easy to accomplish, if only more salespeople knew about this.

Eventually I had been speaking with Greg, a customer of mine who is the overall manager of your dealership in the Orlando, Florida area. He explained in regards to the time he’d been a volunteer on the Disney annual marathon. His job had been offering candy bars to runners at the 22 mile mark “candy stop,” that was toward get rid of the marathon. He did this with a small selection of of other volunteers.

Greg said initially a couple of away from 10 runners accepted his bag of chips offer. Then Greg noticed each runner had their name on their own shirt. So he decided to start calling them by their name when providing them a bag of chips. “Tyler, do you want a candy…Martha care for a candy bar…”

To his surprise, once he started saying their names, his bag of chips acceptance rate jumped up to the 90% range.

The other candy volunteers started noticing what was happening with Greg, so they started saying each runner’s name too. Suddenly they had comparable boost in acceptance rate.
The alteration was so dramatic that
Greg desired to try an experiment…

Greg asked one other volunteers to stop with all the runners’ names to determine what can happen, and so they agreed and all sorts of stopped. They still designed a pleasant offer, however they said, “Here’s a candy…could you care for a candy bar…” and not mention any names. As quick because they stopped doing this, their acceptance rates dropped down again to a number exceeding the 20% range again.

The reason 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 sets of calls.

In Group A: We randomly pulled calls the location where the salesperson used the prospect’s name one or more times throughout the telephone conversation.

In Group B: We randomly pulled calls in which the salesperson did not make use of the prospect’s name during the telephone conversation. In general with this group, the salespeople were just as friendly and a few even said “Ma’am” or “Sir” because they talked. They only didn’t say the prospects name such as “Mr. Jones” or “Bill.”

At Greg’s dealership the automobile sales department were built with 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, that they had a 19% greater appointment rate when they used the prospect’s name on the phone.

The very first time we did this test in a dealership, Group A had a 26% higher rate of conversion of leads to appointments than Group B. Were practicing these audits now for a couple of years and the results have fluctuated from a low of 12% greater appointment rate with a most of 44% greater appointment rate.

Next time you’re reluctant to access it the phones, do that tip to increase your phone appointments by 12% to 44%, and employ the prospect’s name in conversation. A few of you most likely know from experience sales appointments have higher closing ratio than regular ups, thus, making this a very lucrative thing to get good at.

Please be aware our audits are finding that it’s important not to overkill with this tip and say their names way too many times where it seems artificial.

When talking with a friend, you may naturally use their name a couple times in conversation. Time is consistent with the best quantity of times to get appointments based on our statistical sampling.

For more information on setting sales appointments by phone to get a brand new degree of revenue achievement go to www.dealersalesfunnels.com

More details about appointment setting just go to our webpage.