Sales trainer Andy Elliott role-plays a car buyer to show how a salesman named Nick botches a 2024 Bronco call. Nick forgets to get the prospect's name, never describes the vehicle, and asks no real questions. Elliott then breaks down what Nick should have done at each step.
2024 Bronco, Badlands trim
Tom
Do you think that you can replicate and redo what I just taught you? Yes or no?
Yeah.
I'm going to give you one shot to earn my business. Ring, ring, re. Answer the phone. Go.
Sales. I can help you.
Yeah, I was calling to get some information on a vehicle I saw on the Internet.
Yeah, sure, we'll take. What are you looking at?
Yeah, it's a 2024 Bronco.
Yeah, 2024 Badlands.
Did not get my name under 5.
000 miles on it.
No big deal. Nobody does anymore. Yep.
What questions can I answer for you, sir?
Yeah. So is it nice? Come on, man.
Like, oh, yeah, super nice car. I mean it. Your top trim level there.
I'm gonna go look at another one. It's a little bit cheaper and then if I don't buy it, I'll call you guys back. Okay?
Yeah, I mean, definitely give us a call. We'd, you know, love to earn your business on this one, sir.
Okay, well, I appreciate it. What's your name?
Nick.
Nick. How long have you been in sales for, Nick?
I have been in sales about six and a half years.
Wow, that's a long time. How old are you?
34.
Dude, I love that. Okay, well, listen. You didn't get my name the whole conversation. Did you hear what I said?
Very good point, sir. What's your name there, sir? So we can follow up with you here.
And well, number one, my name's Tom, but. But secondly, you didn't paint the picture. Tell me how nice it was. I know how nice it is. I actually drove by and looked at it myself early this morning before anyone came into the dealership. And so I was calling and I thought, you know, this is going to be an opportunity for me to see how I would be treated if I walked in and wrote a check for it. And so it's not necessarily that I want to get a better deal or the price is too high or I saw one cheaper. It's just that I want to feel important when I'm spending money. And that didn't happen on this call. Now, let me ask you a question. Would you like me to train you for a minute so that you never miss a deal again?
Sure, sure. Go on.
Where are you calling from today? Have you had the chance to drive one of these yet? What do you currently have now? Are you trading anything in? We love trade ins. Tell me what you got. You could have done all this stuff.
Yeah.
I'm going to give you one shot to earn my business. Ring, ring, re. Answer the phone. Go this is not a bad attitude. This right here is the standard of the dealers. And this dealership lets this guy stay in there every day. And he hung up on a customer because he did a horrible job. And he got caught, by the way, in the dealership. This is probably a normal, everyday practice. And I just showed you guys this live.
