Appointments enhance selling chances

Ninety-eight percent of sales people sell from nine to 11 vehicles a month and stay with a particular dealership about 10 months.

The others — the top 2% — sell between 21 and 24 vehicles a month and stay with a particular dealership about 60 months.

The top 2% also deliver more value to their employers, points out John Traver, president of Traver Technologies.

The top 2% not only sell more vehicles a month than the average, but their deals gross 35% more than the average. That's more money for the dealership coffers and more commission dollars for the sales associate's pocket.

One of their big secrets of the top 2% is how they sell.

This group earns nearly all of its business by setting and confirming appointments with customers and prospects. Trust-building between parties gets underway faster by this process — and when the prospect arrives at the showroom, he has a familiar name to seek out and an idea of what will happen.

As important as appointment setting can be, the confirmation telephone call from the sales associate is even more powerful, says Traver.

The confirmation call from the associate will increase shows from 50%-75%.