Sales Manager Checklist: Following Up With an Unsold Prospect at 30 Days
At 30 days out, an unsold prospect needs a fresh touchpoint that acknowledges the time gap, confirms their buying intent, and removes barriers to closing. A sol...
Sales Manager's Checklist: Following Up With an Unsold Prospect at 48 Hours
At 48 hours after a prospect leaves the lot without buying, your follow-up approach determines whether they circle back or shop your competitor. A sales manager...
Sales Manager's Checklist for Overcoming "Let Me Think About It" Responses
When a customer says "let me think about it," your immediate response should be to acknowledge their concern, identify the specific hesitation (price, features,...
Sales Manager's Checklist for Handling a Payment Objection Without Discounting
A sales manager handling a payment objection without discounting should follow a structured checklist: confirm the real objection isn't price-driven, reframe th...
Sales Manager's Checklist for Running a Proper Walk-Around on the Lot
A proper lot walk-around should take 15–20 minutes and cover vehicle condition, pricing alignment, merchandising standards, and inventory accuracy. Sales manage...
Sales Manager's Checklist for Setting a Firm Appointment Over the Phone
A firm appointment over the phone starts with three non-negotiables: a specific date and time the customer confirms aloud (not "sometime next week"), a callback...
The Sales Manager's Checklist for Working an "I'm Just Looking" Objection
The "I'm just looking" objection is a stalling tactic that masks genuine interest or hesitation. A sales manager should respond by qualifying the customer's rea...
Used Car Manager's Checklist for Handling an Overallowed Trade
When you've overallowed a trade-in—paid more than market value—your first move is to document the overage amount, immediately notify your GM and used car manage...
The Used Car Manager's Checklist for Setting Days-Supply Targets by Segment
Days-supply targets should be set by segment (economy, mid-range, premium, truck, SUV, luxury) using your own sales velocity data, local market conditions, and ...
Used Car Manager's Checklist: Deciding to Retail vs. Wholesale a Rough Trade
A rough trade-in forces a choice: retail it after reconditioning, or wholesale it as-is to recover cash quickly. The decision hinges on five factors—recondition...
Used Car Manager's Checklist for Stocking a Used Unit from a Trade
A used car manager's stocking checklist for a trade-in should cover title and lien verification, mechanical inspection and repair estimates, reconditioning scop...
The Used Car Manager's Checklist for Managing Auction Runs and Pickups
A used car manager's auction checklist should cover pre-auction inspection and market research, inventory tracking from lot to acquisition, vehicle condition do...