SUBSCRIBESales Tactics Journal
Sales Plan - Key To SuccessA sales plan is one activity the top 5% automobile sales people complete daily. That's why they are in the top 5%. That's why they are the highest car sales commission income earners. What is the secret to their daily sales plan? It starts with having quality contact information. Let's say you, as an automobile salesperson, are now keeping a copy of your contact sheets. Contact sheets are pretty generic. Email me for a FREE sample, if you need one. And, even for pay purposes, you are likely keeping a copy of your deal sheets. Regardless of what you call your worksheet, the following is the bare-bones information you need to initiate a sales plan: That is it. Not too complicated. No more information than you would write on a Rolodex card or type into your personal organizer. The good news is this core information is the foundation of a CRM system. Sure, it is skimpy. But you have enough information to call the person. That is the foundation of your sales plan. By the way, in case you are wondering, CRM stands for Customer Relationship Management. Okay so you are ready to start following up, but for what reason? How do you start the conversation? The answer is it depends. Is the person you are following up with a prospect or a sold customer? If a sold customer, what make, model, year does he have? What were the terms, lease or finance? How long? Having this information would give direction to the conversation, right? If calling a prospect, what is she interested in? Is there a trade? A budget? A must have by date? Others involved in the decision? Knowing this would direct the call a different way, wouldn't it. Yes, how much more effective you would be if you could store all the contact information in one place. A convenient location easily accessed as needed. And when you pull the file to make contact, it would be great if you could add notes, reminders, schedule an appointment without having to write and re-write the information multiple times. So far, has anything extraordinary been discussed? Not really. It is all stuff you, as a champion car salesman, are doing now. You probably have the basic information in a Rolodex or paper file. But you are not recording the rest, the other important information. The information you need to add value to a follow up call. The essential information needed to initiate a sales plan to build repeat and referral business. The saying Garbage In - Garbage Out doesn't hold water here because most car salespeople are not moving the information from their deal sheet to any sort of CRM software. And so you, like countless other car sales people, are doing the daily paper-shuffle. You know, the shuffle starts like this, "Lets see. Um. Who should I call today? Shuffle paper. Shuffle paper. Shuffle paper." The shuffle is played in the key of B, for Broke. Oh, did I mention what most paper-shufflers have in common? Small vouchers. Paper Rolodexes or contact lists have to go. An important question to ask yourself is "Do I understand the personal income potential CRM has to offer?" If the answer is a "Yes" and your paperwork does not support it, then you need to make a decision.  Custom Search A daily sales plan is imperative for champion car sales people. If you are not following up with your prospects, someone is. If you are not building a relationship with your sold customers, someone is. If you are not listening to the voice of your customers through service follow ups and regular contact, someone else is. There is a saying that goes something like this, All things being equal, people will buy from those they know, like, and trust. Stated another way, "If your daily sales plan does not include following up with sold customers, chances are next time they will purchase from someone else who is following up with them." If you are a Champion Salesperson, you have a daily, weekly, monthly, quarterly, annual, and five year plan in the works. Hat's off to you. If you are a sale champion in the making,and having some challenges write me. I have some tips that will help.
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