Phone-Up Certification Program
Industry data indicates that dealerships close approximately 5 of every 100 incoming phone sales inquiries.
On the premise that each sale generates $1,500.00, the following gross profit would be earned by a dealership receiving 500 sales calls per month:
500 calls x 5% closing ratio x $1,500.00 = $37,500.00 per month
During a three-month period:
$37,500.00 x three months = $112,500.00
Using Stuker & Associates. Four Month Phone-up Certification Program, phone-up closing ratios will increase to 10% at the end of the first measured month, to 11% during the second measured month and to a minimum of 12.5% by the end of the third measured month. Here is an example of how much gross profit a 500 per month phone-up store would earn just from phone-ups:
| Month 1 | 500 calls 10% closing ratio (50) x $1,500.00 | $75,000.00 | | Month 2 | 500 calls 11% closing ratio (55) x $1,500.00 | $82,000.00 | | Month 3 | 500 calls 12.5% closing ratio (62.5) x $1,500.00 | $93,750.00 | | | | | | Total Gross Profit | $251,250.00 | | Gross Profit Before Stuker Certification Program (5%) | $112,500.00 | | Additional Gross Profit | $138,750.00 |
Remember: All of our In-House training programs can be customized for your specific needs.
To sign up for Phone-up Certification Program training, click here. For more information on Phone-up Certification Program training, click here.
The following information outline the actual products and services provided to you during the four- month period.
1st Month
Delivery of Video / Audio Series: | Series IPS-500 | Increasing Phone-Up Sales by 50% to 500% | | Series BBB-500 | Bringing ‘Em Back In To Buy | | Series GPS-500 | Guaranteed Phone Success | | Series VID-M | Mastering Phone-Ups |
Phone-up control forms: | 250 | 250 Daily Log Sheets | | 1-Pack | Weekly Wrap Up Sheets | | 1000 | Phone-Up Control Cards | | 15 | Pads of Phone-Up Worksheets | | 25 | 25 Guaranteed Phone Success Workbooks | | 25 | Total Opportunity Management Pocket Books | | 2 | Total Opportunity Management Desktops |
Plus - Five days of in-dealership training
- Selected manager to 5-day “hands-on” tnp workshop
Day One
8:00 – 8:30All Key Receptionists - Answering / transferring calls, proper telephone etiquette
- Specific job responsibilities with regard to daily phone-up control
8:30 – 9:30All Managers - Logistics – mechanics based on dealership layout
- Daily / weekly Management accountability
- Minimum standards set for first thirty days
9:30 – 12:30Group I Half Salesforce & Management
12:30 – 1:30Lunch
1:30 – 4:30Group I Half Salesforce & Management
4:30 – 5:40Management Recap Session - Progress report on phone-up control for day one
Day Two
9:00 – 12:00Group II Remaining Half Salesforce / Management - See Attached Guaranteed Phone Success Agenda
12:00 – 1:00Lunch
1:00 – 4:00 Group II Remaining half Salesforce / Management - See Attached Guaranteed Phone Success Agenda
4:00 – 5:00Management Recap Session - Salesperson accountability to management
- Management accountability to Stuker, Inc.
- Standards and percentages
- Review phone-up control for day two
Days Three - Five
All Day Managing Phone-Ups Consists of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Setting solid appointments
- Follow up unsold traffic
- Ensuring short & long term follow-up
- Missed appointments
- Every Manager MUST attend one session, preferably two, in order to assess and evaluate phone skill levels
8:30 – 9:00General Sales Meeting - Review
- Total Opportunity Management
9:15 – 10:45Session I – Phone Blitz (one fourth of the Sales & Management Team)
11:00 – 12:30Session II – Phone Blitz (one fourth of the Sales & Management Team)
12:30 – 1:15Lunch
1:15 – 2:45Session III – Phone Blitz (one fourth of the Sales & Management Team)
2:45 – 4:30Session IV – Phone Blitz (one fourth of the Sales & Management Team)
4:30 – 5:00Dealer Meeting
Certification Continues At A Delivery Ratio Of 10% Those who don’t sell and deliver 10% of their phone-ups in the first month will be retrained or reassessed for suitability.
2nd Month
Three Days Of In-Dealership Training
Day One
8:30 – 10:00Management Meeting - Review past 30 days
- Discuss areas for improvement
- Game plan for next 30 days
10:00 – 1:30Training New Personnel & Retraining Personnel Not Achieving 10% Delivery RatioConsists of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-up etc. - Maximizing incoming call
- Follow up unsold traffic
- Missed appointments
- Setting solid appointments
- Ensuring short & long term follow-up
Days Two & Three
All Day Managing Phone-Ups Consists of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Setting solid appointments
- Follow up unsold traffic
- Ensuring short & long term follow-up
- Missed appointments
- Every Manager MUST attend one session, preferably two, in order to assess and evaluate phone skill levels.
8:30 – 9:00General Sales Meeting - Review
- Total Opportunity Management
9:15 – 10:45Session I – Phone Blitz (one fourth of the Sales & Management Team)
11:00 – 12:30Session II – Phone Blitz (one fourth of the Sales & Management Team)
12:30 – 1:15Lunch
1:15 – 2:45Session III – Phone Blitz (one fourth of the Sales & Management Team)
2:45 – 4:30Session IV – Phone Blitz (one fourth of the Sales & Management Team)
4:30 – 5:00Dealer Meeting
Certification Begins At A Delivery Ratio Of 11% Those who don’t sell and deliver 11% of their phone-ups in the first month will be retrained or reassessed for suitability.
3rd Month
Three Days Of In-House Training
Day One
8:30 – 10:00 - Review Past 30 days
- Discuss areas for improvement
- Game plan for next 30 days
10:00 – 1:30Training New Personnel & Retraining Personnel Not Achieving 11% Delivery Ratio
2:00 – 5:00Managing Phone-Ups Consisting of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Follow up unsold traffic
- Missed appointments
- Setting solid appointments
- Ensuring short & long term follow up
Days Two & Three All Day Managing Phone-Ups Consists of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Setting solid appointments
- Follow up unsold traffic
- Ensuring short & long term follow-up
- Missed appointments
- Every Manager MUST attend one session, preferably two, in order to assess and evaluate phone skill levels.
8:30 – 9:00General Sales Meeting - Review
- Total Opportunity Management
9:15 – 10:45Session I – Phone Blitz (one fourth of the Sales & Management Team)
11:00 – 12:30Session II – Phone Blitz (one fourth of the Sales & Management Team)
12:30 – 1:15Lunch
1:15 – 2:45Session III – Phone Blitz (one fourth of the Sales & Management Team)
2:45 – 4:30Session IV – Phone Blitz (one fourth of the Sales & Management Team)
4:30 – 5:00Dealer Meeting
Certification Begins At A Delivery Ratio Of 12.5% Those who don’t sell and deliver 12.5% of their phone-ups in the first month will be retrained or reassessed for suitability.
1st Month
Three Days Of In-House Training Selected Manager To 5-Day “Hands-On” Tnp Workshop
Day One
8:30 – 10:00Management Meeting - Review Past 30 days
- Discuss areas for improvement
- Game plan for next 30 days
10:00 – 1:30Training New Personnel & Retraining All Personnel Not Achieving 12.5% Delivery Ratio
2:00 – 5:00Managing Phone-Ups Consisting of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Follow up unsold traffic
- Missed appointments
- Setting solid appointments
- Ensuring short & long term follow up
Days Two & Three
All Day Managing Phone-Ups Consists of monitoring the handling of phone-ups as they call the dealership, as well as following up missed appointments, unsold showroom traffic and unsold phone-ups etc. - Maximizing incoming call
- Setting solid appointments
- Follow up unsold traffic
- Ensuring short & long term follow-up
- Missed appointments
- Every Manager MUST attend one session, preferably two, in order to assess and evaluate phone skill levels.
8:30 – 9:00General Sales Meeting - Review
- Total Opportunity Management
9:15 – 10:45Session I – Phone Blitz (one fourth of the Sales & Management Team)
11:00 – 12:30Session II – Phone Blitz (one fourth of the Sales & Management Team)
12:30 – 1:15Lunch
1:15 – 2:45Session III – Phone Blitz (one fourth of the Sales & Management Team)
2:45 – 4:30Session IV – Phone Blitz (one fourth of the Sales & Management Team)
4:30 – 5:00Dealer Meeting
Certification Continues At A Delivery Ratio Of 12.5% Those who don’t sell and deliver 12.5% of their phone-ups in the first month will be retrained or reassessed for suitability.
A standard closing ratio of 12.5% will continue with a minimum of maintenance from Stuker, Inc. to be determined at the end of the four-month period.
To sign up for Phone-up Certification Program training, click here. For more information on Phone-up Certification Program training, click here. |
