When I'm not obsessively checking in over here at Dealer Elite, I have a side hustle during the day. Well, for now

.

As I've mentioned in blog posts prior, I call leads, talk to people, and set them up on appointments for interviews. Basically exactly what I did in the BDC for the 4 years I was there.

The script at my current job is..... well, lacking to say the least. I've tried to sit down with management and tell them that it doesn't allow the customer to speak enough, and it asks too many "Yes/No" questions. I get shot down, I go back to my desk, and I continue to use my own script that I devised. Not only do my appointments show. They sell. And my messages that I leave? They're calling back. 

What's my secret? 6 little words that work every time:

"Tell me a little more about....."

That phrase, that simple little phrase encourages the customer to talk, and you aren't sounding like every other person who is calling them. You're skeptical, right? I know. I was too. But do me a favor,  imagine being out with a business colleague, or for you single folks out there, imagine being on a date. Which sounds better?

BUSINESS:
"Where did you work before?"

OR

"Tell me more about the position you held before?" 

DATE:
"So, what's your family like?"

OR

"Tell me a little more about your family and what they're like"

See? Kind of magical right?

....Short and sweet little post today for you guys. Give the "Tell me more" a try when you're asking about what your customer wants. Or, about their credit history even. "Tell me a little bit about any credit concerns you have, if any." sounds so much better than "How's your credit?"

...PS, would you have clicked on this discussion had it said a simple: "Read me" or "Need opinion" or "What do you think"?