Resource topic

sales process

Stop Letting We Owes Leave the Floor Without a Cost, a Date, and a Name

You'll leave with a four-field standard for every post-sale commitment your store makes, plus the approval thresholds and verification scripts that keep due bills from quietly eating gross. It turns "we'll take care of it" from a liability into a tracked, assigned, closeable item.

Reassign Stalled Dealership Leads on a Rule, Not a Mood

Build a written rule for moving stalled dealership leads to a new owner — inactivity triggers based on activity rather than age, a required handoff note, and a monthly outcome check. You'll finish with a process you can run in an afternoon and edit with real numbers.

A Post-Sale Follow-Up Ownership Map for Your Dealership

Split post-sale follow-up into four zones with exactly one owner each, from the 48-hour delivery check-in through the twelve-month CRM handoff. You'll leave with the questions, the review cadence, and the three numbers to track monthly.

Four Standards That Make the Dealership Buying Process Predictable

You'll get four written standards — next-step explanations, wait-time updates, document readiness, and named handoffs — plus the exact sentences reps say at each one. You'll also get a four-week rollout and a way to inspect each standard without guessing.

Reset a Missed Sales Standard Before It Turns Into Process Drift

A four-step reset — document the exception, remove the obstacle, restate ownership, inspect the next occurrence — that closes out a single missed standard in about twelve minutes. You'll also learn how to tell a coaching problem from a broken process using five lines in a log.

Managing Dealership Appointment Show Rate as a Process, Not a Percentage

Break show rate into four measurable jobs — appointment quality, confirmation completion, pre-arrival value, and no-show recovery — each with a named owner. You'll leave with a grid you can run every Monday in fifteen minutes and a two-week test to fix the weakest cell.

Catch Negative Equity in the First 15 Minutes, Not the Fourth Hour

You'll be able to catch upside-down trade-in deals in the first 15 minutes instead of the fourth hour, using five specific fields your desk requires before any worksheet goes up. Includes the exact sentences reps use to get a real payoff, a real cash-down capacity, and a real payment conversation.

Design Your Dealership Buy Center Around the Five Handoffs That Break

You'll get a working blueprint for a dealership buy center — the service-lane trigger, the 10-minute digital lead standard, single-owner appraisals, two follow-up tracks, and a weekly want list. Plus the ten-call monthly audit that tells you which handoff is leaking.

Three Lead Sources, Three Follow-Up Standards, One Audit That Proves It

You'll write three separate follow-up standards — one each for internet leads, phone ups, and showroom traffic — with speed targets, channel order, and stop rules. Then you'll run a 90-minute CRM audit on ten records from each source to find out which standard is actually being executed.

Reconcile Your Closed-Lost Records Before You Believe Them

You'll get a weekly process for verifying what really happened to unsold showroom customers, correcting the loss reason in your CRM, and rolling the recurring breakdowns into one process change. It takes about 45 minutes a week and 10 records.

The Post-Training Loop That Tells You Whether a New Behavior Actually Stuck

You'll get a four-step loop — observe, correct, verify, decide — that turns training day into a measurable change on the floor. And you'll get a gate that stops you from buying another tool before the last one was adopted.