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Automotive Internet Sales Coordinator / BDC Rep

 / Appointment Setter PAY PLAN!

*** This is a SALES POSITION!!! NOT Customer Service!!

They are SELLING THE APPOINTMENT!

• “Road to the Appointment” process… (Outbound / inbound phone call process)
• How Qualify a prospect
• Identify a prospect’s wants, wishes, needs and expectations!
• They will have 25-35 (Minimum) word tracks in their arsenal… “Objections & Rebuttals as well as “What Ifs…”
• A complete time management and organization strategy
• A complete FORECASTING strategy… “3 Minute Book”.
• They will NEED to have a thorough understanding of 3^rd party providers, information sites like:
  • Edmunds.com
  • Kbb.com
  • Autobytel.com
  • Carsdirect.com
  • Dealix.com
  • They need to have THOROUGH knowledge of their products… they do not NEED to memorize everything, but they need to know where to access the information.
  • Knowledge of the dealership’s website(s)
  • EXTREME KNOWLEDGE of the Dealership’s CRM… this is one of the MOST important aspects to their job!!

$3,000

????

Simple J

$400 week salary X 4 weeks = $1,600 per month

What do I STILL need to earn in commissions to meet my $3,000 GOAL?

$1,400…  The questions is HOW am I going to earn it???

Before you can really answer this… you need to know what your commission plan is…???

$1 for an appointment

$15 for an appointment that shows

$25 for a sold appointment

For a TOTAL possible commission earnings of $41…

100 – 50 – 25

$100 - $750 - $625 = $1,475

$1,475 + $1,600 = $3,075…

100 appointments = $3,000  per month

100 / 4 weeks = 25 appointments per week…

/ 5 working days = 5 appointments per day…

They NEED to make or take 120 calls per day…

Why…? B/C you will ONLY connect with about 11-14% on the phones.

So, 120 calls per day will result in 11-14% connections which = 4-6 appointments per day (5).