prospecting questions

Since I am new to the car business, i have to learn how to prospect one of my prospecting channels is calling customers that just left our service center.

so i was wondering if any one had a few suggestion on questions that i might be able to ask the customers while easing them into trying to get them back into the dealership to trade in their current car or buy a new one. any suggestions or scripts people might have would be great.

I know each customer and situation is different but being new to the car business any new ideas will help plus the training around here there is a big lack of it but they train like that here so that you can learn faster or something.

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Comment by Brittany Walker-Cooper on April 25, 2012 at 11:13am: I used to do this back in Jacksonville. In fact, that’s all I did for a while. The best advice I can give you is to try calling the customers before they arrive or when their car is in service. That way you don't have to convince them to come back in, because they are already coming to you.

Say something like, "While you are here waiting on your oil change, would you like me to do a complementary appraisal on your Toyota Yaris?" That way you’re not asking anything of them, they already are there, and so is their car. Make that process as easy and LOW PRESSURE as possible. Maybe while your manager is looking at the trade, take them out on the lot... get them thinking about a new car... let it be their decision. Talk about positive equity (maybe!!) allowing them to LOWER payments on a new car. Or even keep them the same... Mention a brand new warranty.
Just be SUPER sweet and low pressure, you’ll do great! Don’t be afraid of a NO. You'll get 8 "NO's" for every "Yes"
But thats OK, just remain sweet and leave your card if they change your mind. Remember, you dont want your actions effecting the service advisor's CSI. That's a group of people that you need on your team, not against you. Try bringing in doughnuts to the advisors once a week, this is why; If your customer tells you they don't want to trade, then starts considering giving you a call but the advisor doesn't say good things about you, they may decide to hold off. Your advisors have a great relationship with your service customers, in short; your customers dont trust you BUT they do trust your advisors. Use that to your advantage.

If you need any more help feel free to email me.