Phone Leads: 4 Tips to Close a Sale


By Peyton Hoffman

Did you know stud­ies show that 50% of sales for most deal­er­ships start with a phone con­ver­sa­tion? While phone leads could be con­sid­ered an easy close, many deal­er­ships strug­gle with them — los­ing oppor­tu­ni­ties and mon­ey. Every phone lead you receive is a valu­able oppor­tu­ni­ty to sell a car.

Here are four tips to help con­vert a phone lead into a sale:

Tip #1: Answer the phone in a pro­fes­sion­al man­ner.
A pro­fes­sion­al man­ner includes three ele­ments: a pleas­ant greet­ing, stat­ing the name of the deal­er­ship, and stat­ing the name of the per­son answer­ing the phone. Too often prospects are greet­ed with a sim­ple “hel­lo”.

Tip #2: Get the full name and phone num­ber of the caller.
You nev­er know if the call could be dis­con­nect­ed or if the prospect requires some fol­low up. Ask­ing for their con­tact infor­ma­tion at the begin­ning of the call stream­lines the sales process.

Tip #3: Offer to show var­i­ous vehi­cle mod­els. 
Some­times when a prospect calls about a spe­cif­ic vehi­cle, the deal­er­ship has already sold it. When this hap­pens, instead of hang­ing up the phone after relay­ing that infor­ma­tion, offer to show the prospect sim­i­lar vehi­cles.

Tip #4: Don’t sell over the phone.
The goal of a phone lead is to have the prospect come in to the deal­er­ship.

Pey­ton Hoff­man, Media & Indus­try Rela­tions for can be reached at [email protected].




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