What do you do if a customer calls about a particular car? Especially a specific used vehicle, or a ‘hero car’ where you only have a limited number of units available.
This is one of my favourite hooks: “I’ve got a funny feeling one of my colleagues may have taken a deposit on it. Now, if that car has sold, what else did you see in our stock that caught your attention”?
99% of the time they are going to say: “No, I just want that one,” and that is the response you want – because people always want what they think they can’t have. You’ll be amazed how often, when you come back and say, “Hey, great news, it’s still available,” they are going to want to make an appointment sooner rather than later. Simply because you’ve created that sense of urgency.
In 30 seconds or less, you could have your customer saying they want that car!
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