It’s really easy to do, only if more salespeople knew about it.
One day I was speaking with Greg, a client of mine who’s the overall manager of a dealership inside the Orlando, Florida area. He informed me in regards to the time he previously been a volunteer in the Walt disney world annual marathon. His job ended up offering chocolate bars to runners in the 22 mile mark “candy stop,” that has been toward no more the marathon. He did this having a small selection of of other volunteers.
Greg said initially about 2 out of 10 runners accepted his bag of chips offer. Then Greg noticed each runner had their name on their shirt. So he made a decision to start giving them a call by their name when providing them a candy bar. “Tyler, would you like a candy bar…Martha care for a candy bar…”
To his surprise, once he started saying their names, his candy acceptance rate jumped to the 90% range.
Another bag of chips volunteers started noticing what was happening with Greg, so they started saying each runner’s name too. Suddenly that they had about the same boost in acceptance rate.
The change was so dramatic that
Greg desired to try an experiment…
Greg asked the other volunteers to prevent using the runners’ names to determine what would happen, and they agreed and many types of stopped. They still made a pleasant offer, but they said, “Here’s a candy…could you take care of a candy bar…” talk about any names. As quick because they stopped carrying this out, their acceptance rates dropped back close to the 20% range again.
The reason why Greg told me this story was because we simply 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 where the salesperson used the prospect’s name at least during 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. Generally speaking using this group, the salespeople were equally as friendly plus some even said “Ma’am” or “Sir” since they talked. They simply didn’t the prospects name such as “Mr. Jones” or “Bill.”
At Greg’s dealership the car sales department were built with a 36% greater appointment rate once they used the prospect’s name on the phone when compared to the group that didn’t. In the service department, they had a 19% greater appointment rate when they used the prospect’s name on the phone.
Initially we did this test with a dealership, Group A were built with a 26% higher rate of conversion of contributes to appointments than Group B. We have been practicing these audits now for many years as well as the results have fluctuated from a low of 12% greater appointment rate to a high of 44% greater appointment rate.
The next time you’re reluctant to jump on the phones, try this tip to increase your phone appointments by 12% to 44%, and employ the prospect’s name in conversation. Some of you probably know from experience sales appointments have a much higher closing ratio than regular ups, so this is an extremely lucrative thing to get good at.
Take note our audits have found that it’s important never to overkill with this particular tip and say their names a lot of times to where it appears artificial.
When they talk with a friend, you might naturally use their name a few times in conversation. The time is in conjuction with the best variety of times to obtain appointments based on our statistical sampling.
To learn more about setting sales appointments by telephone to gain a new level of sales success go to www.dealersalesfunnels.com
For more information about Phone sales website: learn here.