Rob Lange, the national sales training director for Kelley Blue Book and kbb.com, is sharing his expertise with automotive dealers and managers on how to effectively communicate with online trade-in customers to secure more appointments and sales.
Many online leads include a trade-in vehicle, and the way you handle customer’s questions regarding trade allowance could influence sales. Say the wrong thing on the phone, via chat or in an e-mail conversation and risk being eliminated for consideration. Now more than ever, you need quality trade-ins. Don’t lose another sale or quality trade. After this session, you’ll be better prepared to secure both!
What will you learn and what action items will you take back to the dealership?
1. Learn how to immediately diffuse trade-in allowance pressure in e-mail, chat, on the phone and at the dealership to gain customer confidence and drive appointments and sales.
2. Learn how to establish credibility with your communications to avoid pushing customers away or locking yourself into a number.
3. Learn how to put the word tracks shared in this session to work with your next contact.
Rob Lange is the national sales training director for Kelley Blue Book and kbb.com. His responsibilities include providing educational materials to dealers to enhance their sales processes using Kelley Blue Book values and services, and conducting regional dealer meetings to educate dealerships on the power of the Kelley Blue Book brand. In addition, Lange develops “best practices” documents for dealerships, contributes monthly articles to industry publications and regularly speaks at related conferences.
While at Kelley Blue Book, Lange has successfully conducted regional educational meetings for dealers and was a speaker for a number of Digital Dealer and Liquid Motors conferences.
A 12th Digital Dealer® Conference & Exposition Featured Speaker: Rob Lange presents: How Much will you Give Me for my Trade-in? Effectively communicate with online trade-in customers to secure more appointments and sales.
We’re building out the agenda, selecting speakers and topics for more than 90 sessions that are laser-focused on all things digital.