1. The Psychology and Strategy of the Phone Process. Anthony
Alagona Page 52
2. Are you Playing Chess or Checkers with your Phone Process? 3.
Who am I? Anthony Alagona Dealer Synergy National Trainer for past
3 Years Trained 100s of Dealerships across the United States
Specializes in Phone Sales and everything that goes with it Onsite
Training & Phone Coaching Motivational & Accountability
Coach U.S. Army Veteran 4. Mystery Shop Results IS20G06-27
IS20G06-13 IS20G06-13 IS20G06-28 Good Call 1 Good Call 2 5.
Important statistics you should know! Over 92-99% of Americans go
online before they step foot into a dealership The average internet
prospect is a 45-90 Day opportunity The average prospect is
searching at least 10 other dealerships and/or websites (TRUECar) 9
out of 10 people on the internet prefer to talk on the phone
instead of email (Autotrader) 6. Lets Take a Closer Look. You only
have an 11-14% chance to connect with a prospect via the phone. 90%
of incoming sales calls BUY within one week. 82% of sales staff
that take phone ups never bother to ask for the customers phone
number. 97% of sales calls result in no appointment. 88% of ALL
sales people who take leads do not follow up with prospects. 96% of
people you quote a price WILL shop it! 7. The Science of
Communication 50% of information disappears after the call ends,
and only 25% of that 50% remains after 48 hours (12.5%) 8. Dealer
Synergy Mystery Shop Composite IS20G6 - Boston, MA September 2014
9. Having a Process is NOT enough! There are 2 additional pieces to
the puzzle that you are going to need in order to be Successful!
10. The Top 7 Reasons People go online! 11. You Must
P.R.A.C.T.I.C.E The Top Ten Reasons Price Research Availability
Convenience Trade I HATE Car Salesman / New way to do business
Credit Effort 12. Value Package Proposition Value Package Example
Go Live! 13. Put it All Together How do these 3 things work
together? Identify expectations Meet expectations Exceed
expectations 14. Phone Sales Outbound process phone calls Inbound
process phone calls Objections and Rebuttals Voicemail Strategy and
much more
