BDC Manager's Checklist for Handling an Inbound Sales Call in Under 90 Seconds
A BDC manager's 90-second inbound call should capture the caller's name and vehicle interest, confirm they're genuinely in-market, and schedule a specific appoi...
Sales Associate's Checklist for Running a Proper T.O. to a Manager
A proper T.O. (turnover to manager) requires the sales associate to have the customer's trade paperwork organized, the numbers locked in your DMS, the customer ...
Sales Associate Checklist for Selling a Vehicle Across Two Salespeople
When two salespeople share a deal, one takes lead responsibility while the other supports the transaction—each must document their role on the deal ticket, conf...
Sales Associate Checklist for Setting Expectations With a Service Customer on the Lot
A sales associate's service-customer checklist on the lot should cover vehicle condition documentation, service menu explanation, timeline clarity, pricing tran...
Sales Associate Checklist for Handling a Mystery Shop Without Getting Rattled
A mystery shop is a customer evaluation where a trained evaluator poses as a buyer to score your sales process. The key to staying calm is treating it like any ...
Sales Associate Checklist: Following Up with Unsold Prospects at 30 Days
At 30 days out from an unsold prospect's last visit, your sales associate should have a documented follow-up plan that includes a phone call or text, a review o...
Sales Associate Checklist: How to Overcome 'Let Me Think About It'
When a customer says "let me think about it," your first move is to pause and ask a clarifying question instead of launching into a pitch. The most effective sa...
The Sales Associate's Checklist for Managing a Trade-In Valuation Conversation
A sales associate's trade-in valuation conversation checklist should cover vehicle inspection, market research, customer rapport, and price presentation before ...
Sales Associate Closing Checklist: After the Test Drive Write-Up
A sales associate closes for the write-up after a test drive by confirming the customer's interest level, addressing any remaining objections, presenting the ve...
Sales Associate Checklist: Transitioning From Walk-Around to Test Drive
A sales associate's transition from walk-around to test drive should include five critical handoff items: confirming vehicle interest and price point, reviewing...
Sales Associate Checklist: Confirming a Showroom Appointment the Day Before
Confirm a showroom appointment the day before by calling or texting the customer directly to verify they're still coming, checking inventory against their needs...
Sales Associate Checklist for Setting a Firm Appointment Over the Phone
A firm appointment over the phone is confirmed when you've locked in the customer's name, vehicle details, specific date and time, contact number, reason for vi...