Salespeople, Before You Ask for the Appointment, Do THIS!

I've listened to thousands of dealership phone calls, and there's one moment I hear over and over: "Do you have the vehicle?" "Yes." "Great. When can you come in?" And then we wonder why the customer doesn't show. As a trainer and sales coach, you must have great questions, the right questions. They must uncover important aspects to gettng appointments that show. In this episode of Dealer Talk with Jen Suzuki, I'm breaking down how I coach salespeople to stop collecting information and start collecting reasons for the appointment. The customer hasn't driven the vehicle yet? That's a reason. They're comparing two models? Reason. They have a trade? Reason. They've never owned your brand? Reason. They're unsure about financing, features, space, lifestyle fit, or what's actually right for them? Those aren't objections to overcome. They're opportunities to help. You'll learn why curiosity beats scripts, how to weigh one question against another, how to uncover the customer's real situation without making the conversation feel like an interrogation, and how to stack enough value that the appointment becomes the customer's logical next step, not your sales pitch. Managers, this is a great episode to use with your team. Listen together, pause it, role-play the questions, and challenge your people to identify the reason behind the appointment before they're allowed to ask for one. I make my training accessible because I genuinely love watching dealership people get better, gain confidence, make progress, and WIN in their roles. And I'm grateful to the sponsors who help make Dealer Talk with Jen Suzuki and this education possible: LotLinx, Matador, and ZukiTalk. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast |  https://apple.co/38lmHM1  https://spoti.fi/3uQ2nd1 | [email protected] | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t  |  Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx