How many times per week do you talk to your salespeople about being ready to take a phone call on a used car?  How often do you remind them of the importance of knowing their inventory?  How many of them are shooting from the hip most of the time?

TUCSP is designed to improve product knowledge, guide salespeople through each phone pop and help them get more comfortable asking for the appointment when that customer calls.  The approach to these issues is simple (you've probably already tried this in one form or another) but TUCSP will generate information you can use to see who is plugged-in and who is winging it.

Here Is How It Works

Salespeople create an internally used web site for their inventory by surveying each unit and filling out a form to note the information about the car they are working on.  They take at least one (but no more than 6) photos of this unit as well.  Next they upload the information to their web-based inventory and create an inventory list that is much more dynamic than any printed list.  Additionally, the salesperson that adds a car to the list ends up knowing that car very well and it only took them about 10 or 15 minutes to do this.

The next thing that happens is the manager assigns units to each salesperson as their "adopted" inventory.  Each salesperson is assigned 5 cars by management plus one other of their own choosing.  These 6 adopt-a-cars could include:

• Payment Car
• Certified Car
• Truck / SUV
• Family Car
• Old Age Unit
• Their Favorite

Management gets a screen that displays the coverage of their inventory across their sales team(s) and it's completely automated so it's all point-and-click for them to manage.

Salespeople get familiar with the cars they added to the list PLUS the cars they are assigned by the managers.

Now For The Good Part

"Let me go out and touch it and I'll call you right back"...  How many times will customers hear that line as they call through the list of dealers on their computer screen?  What are the chances they they'll keep calling other dealers while they wait to hear back from your salesperson?

Stalling the customer by asking for their phone number so that we can then learn one particular car in our inventory is not being prepared to take the phone call in the first place.  Taking control of the conversation by asking questions is.

TUCSP lets you suggest questions to your salespeople while they're on the phone with the customer.  The first batch of questions is listed when they view the car the customer called in about (or an automatically suggested switch unit if it was sold).  Your salesperson can go down the list and ask the questions they feel will help get the customer talking and onto the path to the appointment. 

Then they tell the customer about their "internal" list that might have more information and have more choices and offer to send this to the customer right then.  Your salesperson pops their email address into the page and hits the button and, while your customer waits for the email to arrive, is prompted with the second set of questions AND a list all other similar units they have available.

The salesperson is more confident and the customer doesn't feel like they are being worked.  All that should be left is to ask for the appointment.

But Wait! There's More!

• TUCSP gives your salespeople the ability to note issues with units.  If there has been lot damage, a unit has a detail issue or is missing something like the spare or a jack, they can post it for you on TUCSP.  The managers can view a list of all open issues and delete them as they are resolved or simply cleared.
• You can flag salespeople as active/inactive so they are not considered as part of the coverage for your inventory while they are on vacation or otherwise gone for longer that a weekend or day off.
• You can also view a page that shows you how well your inventory is covered.

Get Connected

Sign up for a trial account and put TUCSP to use for two weeks.  You are not obligated to do anything at the end of your trial membership unless you want to continue using the service.  The first step is to join our parent site by clicking here.

TUCSP is an extremely low-cost way to help you get more out of your in-bound calls on your used car ads.  Give it two weeks of decent effort and we think you will agree.