Below is a script I’ve come up with over the years to better help me get more appointments. Unfortunately, so many salespeople and BDC agents (even managers) seem to fumble this necessary skill. The good news is this script, when used properly, can be a great tool to add to your toolbox and help you get more commitments over the phone and email. It’s written out in a way that resembles a worst case scenario situation, so keep in mind conversations are dynamic and can change often and quickly. Learn the key concepts here and you will be on your way to getting more customers to come to you rather than go off into the ether and buy somewhere else. I hope this script is helpful and please comment below your thoughts.
Weekday or Weekend Appointment Strategy:
DEALER: (this is where we start the downward spiral of non-commitment) When would you like to come in for a test drive?
CUSTOMER: (any objection) I’m not sure, I’ll have to check with my wife and get back to you.
DEALER: Not a problem! And just so I know… If you were to stop out, would it be more likely on a weekday or weekend?
DEALER: Ok thanks for that. So would that be more like a Friday/Saturday (pick two days), just so I know?
CUSTOMER: Picks a day.
DEALER: Great. If it was (the day the picked), would it be more likely to be in the morning or afternoon?
CUSTOMER: They pick a time of day.
DEALER: Ok. Let me do this for you. I’ll pencil you in for (day and general time) in the off chance you’re able to stop over. I’d rather be ready for you than not. Does that sound fair to you?
CUSTOMER: No, I’ll have to let you know.
DEALER: Ok. No problem. Like I said, I’d rather be ready for you on the off chance you can stop in (day and time). It’s my job to ensure every customer gets the opportunity to do business on their terms. If you don’t mind, I’ll just have it ready for you even if it means I’ll have it ready for someone else. Is that ok?
CUSTOMER: Yes, thank you.