Day 9

One of the areas I'll be concentrating on to develop more business will be phone-ups. Traditionally, salespeople do not handle phone-ups very well. They'll give excellent information, but they seldom strive to set an appointment. In my estimation, phone-ups are one of the biggest profit losers in most dealerships.

So I started the day by taking half the salespeople and putting them through phone-up training for about an hour. I'll take the other half tomorrow. I need to teach them how to ask for the appointment, and let them know that taking phone-ups is a privilidge, not a right. I also explained how you should treat phone-ups as a business, separate from showrooom customers. Which means they should have goals and a plan of attack for converting phone-ups to appointments and appointments to sales.

I had two more interviews to complete today. They were pretty good also.

The whole afternoon was spent meeting with our Autobase rep. We brainstormed on how to setup the Autobase program for the Appointment Coordinator. He's coming back tomorrow afternoon to continue the process. He wants me to complete three more Autobase training modules for the internet salesperson and manager.

I also completed two modules of OneSource training, which is General Motors CRM program. You can get into it unless you are a Certified Internet Salesperson or Manager. I haven't been through this much training in a long time.

See you tomorrow.