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Better Handle Prospects From Hello

Article Highlights:

  • Utilize talking points and a defined sales process.
  • Monitor the sale as it happens.

49% of prospects are walk-ins1. That means half the people coming to your store do not have an appointment and haven’t given you any information about themselves. Is your team equipped to handle an opportunity and manage a sale at any given moment?

Follow these tips to better handle prospects from hello.

1. Utilize a mobile sales application.

With a mobile sales tool, your salespeople can check in when onsite and available to take a customer. This will better control your walk-in up process and ensure salespeople know when it’s their turn to take an opportunity. With instant access to customer information, every salesperson can easily learn about the customer and quickly determine their needs.

2. Implement dealership-defined talking points.

Create talking points and questions for salespeople to use with each customer and make it easy for your team to access and use them. Defined talking points will better tailor the meet and greet, preventing the customer from saying “I’m just looking today.” Salespeople will be able to quickly define the customer’s needs and find their perfect vehicle.

3. Establish a uniform sales process.

After implementing a mobile tool and utilizing talking points, the next step is to define a uniform sales process. Your dealership should create specific sales steps every salesperson follows. Depending on the salesperson’s experience, you decide which steps have to be completed before the sale moves further. For example, you can require a test drive be taken and a manager be contacted before the negotiation process. This helps ensure no steps are missed and every sales opportunity has the best chance to close.

Every prospect you see is important to the success of your dealership. Handling the prospect correctly as soon as they enter your lot establishes future sale and service opportunities for your dealership. Implementing the right tools and processes is the first step to making this happen.

 

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Product Planning Manager, Reynolds and Reynolds

Jessica is product planning manager at Reynolds and Reynolds for sales based applications.

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