I was with a car dealer client that took a phone call from someone asking is they had a specific model vehicle in stock. Big deal, right? Actually the rest of the conversation was. This successful car guy did some very basic things that get missed more often or not in business. Remember, the end result is to get a chance to sell the customer. It is hard to do over the phone, and this customer is shopping. The average salesperson would have answered the questions and hung up the phone, hoping the customer would come in sometime. This car dealer didn’t. He asked for the name of the person on the other end of the phone. He asked for a phone number. He asked to set up an appointment to look at the car. And guess what, he set the appointment. If nothing else, he can make a follow up phone call if the customer fails to make the appointment.
Whether or not the car gets sold, this car dealer put himself in a much better position to close the sale. Ask for the appointment to show your product or service. Ask the customer to buy. Do it with confidence. Because if you don’t, someone else will.