Professional Documents
Culture Documents
1. Introduce
Yourself
Hello, this is ________ with the CRC at Findlay Ford, May I speak with______________?
2. Verify receipt Hi __________, earlier today (yesterday?) we sent you an email message with information and
of email
response price quotes. Have you been able to take a look at it?
IF NO: That’s OK… When would be a better time to speak with you about the information we sent? What
3. Get REAL email number should I call? ________________ Do you have an email that you can access right now, so I
address! (work)
can send you price quotes(& dealer invoices)? #2 Email:
IF YES: Great! So that you get all the benefits offered by Findlay Ford’s Internet program, I’d like to discuss how
If NO: When would be a better time for me to call?
4. Acknowledge it works with you… Would that be OK?
& Explore
customer prior IF YES: Have you ever bought a vehicle using the Internet before? If Yes: Great! Tell me, how did it go?
experience
What options or equipment are a “Must Have” for you? _________________________
8. Current
vehicle _____________________________________________________
information
If we had a similar vehicle to what you enquired about, with similar equipment, that was less
expensive… would you want to know about it, or would you rather have us rule that out for you?
9. Likes &
(IE: Demo’s, factory program vehicles, cancelled orders, etc.) YES or NO
dislikes
ADDING or REPLACING a vehicle? What are you currently driving?
(Circle Answer) Are you
Year? ____ Make?_____________ Model?___________________ Miles?______K
Options or Equipment?_______________________________________________
10. Set the
Stage with
(Circle Answer) Would you like a TradeIn value estimate? YES or NO
Consultative
Suggestion…
What would you Improve? __________________________________________
13. Validate
Appointment
Going back to the ________________(model only) you expressed interest in…
When was the last time you drove a (Year & Model)?___________ May I make a suggestion?
(If Trade) So we can (give you as much possible for your trade in and…) give you an opportunity to
test drive the (Year & Model)... we should make arrangements for you to come in:
14. General
Client Name __________________________________________Phone #____________________________
Lead
Management Would Today Tomorrow be better?
Information When you arrive at the dealership, please see the
Lead Assigned To:____________________________ Stock #’s:____________________________________
OR receptionist in the showroom as you walk in the
Morning Evening?
front and ask for Joe Chika, our General Manager…
10:15 or 10:45? 6:15 or 6:45?
(Give directions to dealership)
© 2003. The Reynolds and Reynolds Company 05