I'm a previous GM of a 500 unit month Chicagoland Chevrolet dealer. We were not located on a dealer-row nor in a nice neighborhood. Without Phone Skills, we were dead meat.
When I first started, it was a mom & pop dealer selling 75-100 units per month, nothing impressive.
Near impossible to find talented salespeople, "especially in that neck of the woods," so we trained hard, and roll played daily!
Relentless phone training was essential to turn our store around!
We removed every car in the showroom, only 40 desks, 40 phones, and 40 groomed sales reps would fill our space.
I paid cash at the window daily to who could book the most appointments! It was clear that whoever called the fastest, was the most aggressive could book the most appointments.
We ended up selling over 500 units every month within our first year, improved business 300% and more, added nearly a million in gross per month, and averaged 100 ups per weekday and over 250 ups on a Saturday. (Sundays Closed)
My method is simple and effective, LASER FOCUS on Today's opportunities, and Yesterday's missed appts. We WON year-round. You can't sell someone you don't speak to, "get them on the phone!"