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  • Sales Best Practices

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    Kaiser Daric de Dios
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    The document provides tips for sales consultants to build their business through prospecting, managing repeat customers, developing skills, and planning daily activities. It recommends consultants prospect by contacting past customers, service department leads, and customers with expiring leases/warranties. Consultants should also follow up with recent customers, keep their information organized, and use consistent follow-up processes. Additionally, the document suggests consultants regularly review industry resources, practice presentations with managers, and access training resources to deepen their product knowledge and skills.

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    The document provides tips for sales consultants to build their business through prospecting, managing repeat customers, developing skills, and planning daily activities. It recommends consultants prospect by contacting past customers, service department leads, and customers with expiring leases/warranties. Consultants should also follow up with recent customers, keep their information organized, and use consistent follow-up processes. Additionally, the document suggests consultants regularly review industry resources, practice presentations with managers, and access training resources to deepen their product knowledge and skills.

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    © All Rights Reserved
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    5 views2 pages

    Sales Best Practices

    Uploaded by

    Kaiser Daric de Dios
    The document provides tips for sales consultants to build their business through prospecting, managing repeat customers, developing skills, and planning daily activities. It recommends consultants prospect by contacting past customers, service department leads, and customers with expiring leases/warranties. Consultants should also follow up with recent customers, keep their information organized, and use consistent follow-up processes. Additionally, the document suggests consultants regularly review industry resources, practice presentations with managers, and access training resources to deepen their product knowledge and skills.

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    © All Rights Reserved
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    of 2

    WELCOME TO FCA BEST PRACTICES

    SALES
    Successful Sales Consultants invest in
    themselves and their career whenever they are
    not busy with customers. Here are some ways
    you can build your business.

    ALWAYS BE PROSPECTING
    Prospecting is responsible for up to 75 percent of annual sales for some Sales Consultants.
    • Call sold customers to check how they are doing and to ask for referrals
    • Check with the Service Department for customers with high-mileage/major repair vehicles
    • Check with Sales Managers for the names of customers whose original Sales Consultant is no longer at the
    dealership. Follow up with them
    • Call customers whose lease or warranty terms are nearing an end to see if they have thought about their
    next vehicle

    MANAGE YOUR REPEAT CUSTOMERS


    Follow up on your best source of sales — recent customers!
    • Keep customer information up-to-date and organized
    • Follow a specific process to ensure consistent follow-up
    • Ask your Sales Manager about additional tips and tools

    KNOW YOUR BUSINESS


    Regularly review available automotive industry resources to keep up-to-date on products, market
    conditions and selling skills.
    • Automotive industry magazines
    • Auto shows
    • Auto manufacturers’ websites, third-party sites and consumer review sites
    • Competitors’ marketing materials
    WELCOME TO FCA SALES

    DEVELOP YOUR SKILLS


    Practice your trade and deepen your product knowledge.
    • Work with your Sales Manager or co-workers to help you practice walkaround presentations and typical
    sales scenarios
    • Access the various training and support resources available from the FCA Performance Institute
    −− Live and web-based courses
    −− Product and skills training
    −− Job aids and product resources

    PLAN DAILY
    Maintain a daily plan that keeps you on track.
    • Ask yourself, “Am I doing the most productive thing right now?”
    • Try to accomplish the day’s hardest or most challenging tasks first, so the rest of the day goes smoothly
    • Make sure your daily plan helps you progress toward your long-term goals

    CHECK INVENTORY
    Always know what is available in inventory.
    • Make a habit of checking inventory lists every day to see which vehicles are available
    • Knowing vehicle availability can save you and your customers time and instills confidence

    STAY IN TOUCH
    Look for opportunities to communicate with customers and prospects.
    • Birthdays, anniversaries or promotions
    • Product news about customers’ specific vehicles
    • Special events or incentives

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