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Jeff Kershner

May 1, 2005
First Name
Great advise @Baron Ringler, love the word track.

BTW - my response to Alex saying was a me being a smartass. I personally HATE that line. Unfortunately most of my team were trained by Phone Ninjas and that's a line that they trained to use, A LOT. And you're right, it's hard to get them to stop using.
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Reactions: Brittany
Get Podium
Apr 28, 2009
First Name
Your presence is your leverage, and let me elaborate on that a little more for you. We have the largest inventory in the are and often we'll have similar cars and they may have slightly different packages. Being that I know the inventory here better than anyone, not only will I find you the right car, but I'll also get it for you at the best price. Then sell your dealership!!!

Just giving out a price first without trying for an appointment is a recipe to get shopped. Of course as a last resort if I can't get the appointment, I'll give them an exact price, but not before I ask about the trade.

Believe it or not, but we track how many times customers ask, "What's the best price?" Currently it's less than 5% of customers who ask for the price over the phone. Most times is the sales rep who leads the customer to price.

You guys can chuckle all you want, but we have a handful of clients that set appointments as high as 90%. The clients who score on a scale of 4.5 or higher are setting appointments at 80% or better.

I'll take my skills to any dealership and we can have a little wager on who knows how to convert phone shoppers to appointments! Just make sure you bring 5K or more with you for our bet!