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Book it! Even When You Are Booked Solid!

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Homework:

  1. Practice First 30 Secs of The Call
  2. Practice Urgency List
  3. Review Assigned Video
  4. Get The Pattern For Excellence Book

(Each Premier Dealer Owner gets a complimentary book. Contact Cassy to get book ordered. cassy@powersellingpros.com)

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Urgency List Call Flow

When you are completely booked, still go through the Call Flow, get their info and then try using this to enhance the client’s experience.

Pitch: “Mr. Jones, what I’m going to do is put you on our “Urgency List.” This will give you faster service. When one of our Techs gets done early or when a client reschedules, we will slide you into that spot. Now to be able to get you on our Urgency List today I have to get you on the schedule. I have an opening for tomorrow morning 8-10am. Can I book that appointment to get you on today’s Urgency List?”

Response 1: “What’s the likelihood of you coming out sooner?”

“Great question, our company has a great bandwidth. We have 10 technicians out right now and the board is always changing. As soon as I find a time I’ll call you and let you know. Can I get you on our urgency list?”

Response 2: “I want to call around.”

Back Up: “I can understand that. We want to get someone over there as soon as possible. Let’s do this. Let us be your back up. Let’s keep this appointment tentatively so you don’t lose this spot. I notice that when we are really busy most of our competitors are really busy as well. I’ll keep you on the schedule for_______ and I will get you on the Urgency List for today. As soon as something opens up I’ll give you a call. Worst-case scenario we will be at your house tomorrow morning and we’ll get you fixed. If you find someone that can come out sooner, give me a call and I can take you off the schedule. Can we be your back up?”

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