The Prospect Won′t Tell You Much

Ever heard of a game called Headbands? The game itself is very simple, but the concept behind it is very powerful. Each player puts a band around their head and draws a card. The card attaches to the headband so that everyone can see what is pictured on the card except for you. You then must ask the group questions and use the answers to uncover what is pictured on your card. 

What does this have to do with sales and appointment setting? I’ll get into that in just a moment, but first an interesting fact I recently heard. Did you know a 4 year old child asks on average 400 questions a day?? That’s incredible to think about. But as adults, how many questions do we typically ask in a day? 

So why this is important is because, the prospect isn’t going to tell you very much right away So it is up to the appointment coordinators to engage the prospects with questions to uncover the needs and concerns. The issue is that most either don’t, or ask the wrong types of questions to begin with. This is especially true in the retail side of the automotive industry. 

It’s not that appointment coordinators in the automotive business don’t ask questions, they ask plenty. They just don’t ask the RIGHT questions in the beginning. The questions they normally ask are the ones that are better suited for further down the conversation. So instead of engaging the prospect in the beginning and uncovering their needs and concerns, appointment coordinators go straight to questions like; “Can you come in today?” or “Do you have a trade?”

While this will work for some, it will not work for all, and in most cases, you’re only booking a small percentage of prospects for appointments using that technique. The big glaring issue though, is by doing things like that, the prospect feels like they are nothing more than a number. They are like cattle in a herd. Being roped into coming to the business when they may not be ready to just yet.

For this reason it is far better to engage the prospect in a way that allows appointment coordinators to cultivate the right relationship as well as the right information from the prospect, but there is an art to doing it the right way. Want to find out how? Go here.

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