Worlds #1 Unstoppable COLD CALL SCRIPT For CAR SALESMEN // Andy Elliott

Summary

In this training video, Andy Elliott teaches car sales professionals how to make successful outbound cold calls to 'orphan owners'—customers who no longer have a relationship with a salesperson. By using a structured three-phase call approach, Andy demonstrates how to engage customers, pique their interest with enticing offers, and set appointments. With strategies for building rapport, offering irresistible trade-in deals, and overcoming objections, the video provides a powerful method to boost car sales and increase customer appointments, promising increased success for salespeople willing to adopt the system.

Takeaways

• 😀 Outbound calling is a critical sales skill, especially for making cold calls to customers who don't know you.
• 😀 The goal of a cold call is to get the customer to say 'yes' three times: First to verifying their information, second to offering a better deal, and third to setting an appointment.
• 😀 Identifying 'orphan owners' (customers who no longer have a dedicated salesperson) is a powerful strategy for reaching out and regaining their attention.
• 😀 When making an outbound call, start with a brief and important question, ensuring you respect the customer's time and provide clear value in the conversation.
• 😀 Building rapport through humor and relatable scenarios, like offering a comparison to a lottery win, is a useful technique to engage the customer.
• 😀 If a customer hesitates, offer them something irresistible, such as a 'crazy' or unexpectedly high offer for their car, and emphasize that it's their choice to accept or decline.
• 😀 Provide customers with a personal touch by texting them your picture and dealership address to make the interaction more approachable and trustworthy.
• 😀 Always aim to get the customer to commit to an appointment by creating a sense of urgency or excitement, without pressuring them.
• 😀 Outbound calling should be approached like hunting—consistent, targeted, and with a clear objective to set appointments or make sales.
• 😀 Consistency in effort is key: Aim for 200 calls per day or a certain number of sales, whichever you prefer, to maintain a productive pace.
• 😀 Understanding the psychology behind customer decision-making—such as their tendency to want to upgrade or trade in their car—is vital for closing sales effectively.

Q & A

What is an 'orphan owner' in the context of this script?

An 'orphan owner' refers to a customer who has bought a vehicle but no longer has a dedicated salesperson because the original salesperson no longer works at the dealership. These customers are not being contacted or followed up with, which makes them an opportunity for a new salesperson to engage.

How does the script emphasize the importance of building rapport during an outbound call?

The script emphasizes rapport-building through the use of a friendly and conversational tone. The salesperson uses phrases like 'Can I get 30 seconds of your time?' and incorporates light humor, such as mentioning 'putting the general manager in a straight jacket' to keep the conversation engaging while creating a sense of urgency.

What is the purpose of getting the customer to say 'yes' three times during the call?

The purpose of getting the customer to say 'yes' three times is to build psychological agreement and commitment. Each 'yes' leads the customer down a path of increasing agreement, making them more likely to say 'yes' to setting an appointment and, eventually, making a purchase.

Why does the script use phrases like 'more money' and 'blow your mind' during the conversation?

The script uses these phrases to create excitement and a sense of urgency. By emphasizing 'more money' and 'blowing the customer's mind,' the salesperson creates curiosity and makes the offer feel irresistible, which increases the likelihood of the customer scheduling an appointment.

What is the strategy behind offering to 'blow the customer’s mind' during the phone call?

The strategy is to spark curiosity and excitement. By promising to 'blow the customer’s mind' with an offer that exceeds expectations, the salesperson aims to intrigue the customer enough to get them to agree to visit the dealership, without giving away too much information over the phone.

How does the script address potential objections from the customer?

The script addresses objections by quickly acknowledging them and redirecting the conversation. For example, if the customer says they're not interested, the salesperson responds with 'Have a blessed day' and moves on to the next call. If the customer hesitates, the script uses humor and persuasive language to keep them engaged and intrigued.

What role does humor play in the sales script?

Humor plays a significant role in making the call more engaging and disarming. Phrases like 'put him in a straight jacket' and 'you must have a magic foot in your pocket' are used to lighten the mood, making the conversation feel less like a sales pitch and more like a friendly exchange.

Why is it important to make 200 calls a day as per the script?

Making 200 calls a day is emphasized as a non-negotiable because consistency is key in generating leads and setting appointments. The script suggests that the more calls you make, the more likely you are to close deals and increase sales, positioning the salesperson as proactive and relentless in their efforts.

How does the salesperson prepare for the appointment once the customer agrees to visit?

Once the customer agrees to visit, the salesperson prepares by gathering detailed information about the vehicle, ensuring it’s in good condition, and making sure to avoid any distractions (e.g., not drinking coffee with colleagues). The salesperson also provides the customer with all the necessary details, including sending a picture of themselves and the dealership’s address to make the visit smooth.

How does the script recommend handling the customer once they arrive at the dealership?

Once the customer arrives, the script recommends greeting them warmly, offering them a drink, and making them feel comfortable. The salesperson should then gather more details about the vehicle, ensuring that they’re prepared to offer a strong, appealing trade-in deal. The focus is on making the customer feel valued and ensuring the transition to the next steps is seamless.