“If I could, would you?”
“What’s it gonna take to get you into this car today?”
If your salespeople are still using these lines on the phone, you might as well ask them to hang up on the customer themselves. The consumer has evolved. They have more information in their pocket than your salesperson has on their screen. They know when they are being “scripted.”
However, that doesn’t mean you shouldn’t use auto sales phone scripts. It means you need better scripts.
The Anti-Script Script
The best script is the one that doesn’t sound like a script. It sounds like a conversation. But make no mistake—it is highly structured.
Great phone sales training teaches salespeople to control the conversation through questions, not statements. He who asks the questions controls the call.
Handling the “Is it in stock?” Call
This is the most common inbound call, and 90% of salespeople botch it.
Customer: “Do you have that white F-150 in stock?”
Salesperson: “Let me check… Yes, we do! When can you come in?”
Customer: “Okay, thanks. I’ll let you know.” (Click).
You gave them the information, satisfied their curiosity, and gave them no reason to visit.
A trained professional knows how to leverage that inventory availability into an appointment. They know how to create urgency without pressure.
The Voicemail Black Hole
Most salespeople leave terrible voicemails. “Hey, this is Mike, call me back.”
Why would they? You offered no value.
Your team needs to be trained on voicemail strategies that actually provoke a callback. Curiosity kills the cat, but it also gets the customer to call back.
Stop winging it on the phone. Download the mental software your team needs with our advanced Auto Sales Phone Training program.
