Calling internet consumers and asking for a meeting which involves them driving to you verses your competition is tricky business. There is a time to ask just the right question. Almost as important is how you phrase the question.  Based on our experience at Auto iLead and in the car business, (30,000+ internet email inquiries), attempting to ask the customer for the appointment (advancement toward the sale) is more successful when you lead your question with the right introduction.  Tragically, many sales professionals start this crucial question with similar phrasing destined to yield a negative response. 

Common Phrases Used to Ask for an Appointment

1. Do you have time….
2. Do you want to....
3. Can you come see....
4. Is there a time....
5. Would you be able….
6. Could you come....
7. Are you available to….

These questions all lead toward the same response, "NO!" Here is an example of how this looks in a conversation with internet buyers.

Seller: Do you think our _____ sounds like a possibility?

Buyer: Yes, I think so.

Seller: Great, Do you have time to stop by today and look at it?

Buyer: NO. (most likely followed by excuses)

We all will agree that “No” is not the answer we were hoping for when we asked our second question. To improve your call success, consider rephrasing your question.  Lead your question with "when" to dramatically increase your chance of a desirable answer. Try the following, “When are you available to take a look at our _____?”

Perhaps you have other ideas on how to score a winning response in this situation. Please consider leaving tips on how you ask for the appointment.

Jason Mickelson

www.autoilead.com