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Keep Your Sales Pipeline

Flowing

By CarSalesProfessional.com

Unfortunately, most salespeople don't salespeople have is the ups and downs of Then there are your past customers which
think about their sales pipeline, but the their paychecks. The car sales pipeline can can be a great source of business. Stay in
successful salespeople do. In fact, one of the help level that out if you work it properly. touch and ask if they know anyone that
keys to their success is their sales pipeline. looking for a car in the near future. I can't
We are conditioned as car salespeople to Working the Sales Pipeline tell you how many times I was told that
focus on selling a car now. We don't want their son, daughter, niece or nephew will be
to hear excuses like “I will be back” or “I In order to work a sales pipeline correctly, graduating in June and they will be needing
have to think about”. Not to mention the you need to record and track all of your past a car. I tracked many of them in my sales
all too common “I am not ready yet” or “I customers. Plus all of those full of excuses pipeline, stayed in touch and sold them
am buying next month”. Or any number of and all your prospects and referrals. Then cars. I have tracked, stayed in touch and
reasons they give for not buying now. you need to schedule follow-ups with sold cars for as long as a year.
each and every one of them based on their
Of course, we want to sell them now, but excuse, reason, etc. Sounds like a lot of work doesn't it? Well,
sometimes they won't pull the trigger now. it is, but it sells cars. Once you create
They have a plan and as hard as we try, they It might be easier to picture your pipeline and work your pipeline it only takes a
just won't buy today. These customers or as a calendar. Whether you track your few minutes every day to maintain the
potential customers are buyers, but not pipeline in your CRM, your phone or on a process. Soon it will become a habit and
now and maybe not from you. So these paper calendar it doesn't matter. As long as you won't even realize the extra work. A
are the customers you want to include you track your potential opportunities and good pipeline can yield up to 50% of your
in your sales pipeline. But that's only the work them. Daily you will be calling your sales if you work it correctly. It's a lot better
beginning of filling, working and keeping unsold customers from the past week unless than standing on the curb and waiting for
your pipeline flowing. they tell you differently. If your customer fresh ups along with six or more other
tells you they are buying next month you salespeople.
Your sales pipeline should consist of all the call them in two weeks. They say 3 months,
customers that gave you the above excuses you call them in a month and a half. You One of the most common complaints
in the showroom. Plus Internet leads that don't have to be annoying, but touch base among car shoppers is that the salesperson
gave you excuses, past customers, referrals, and ask if they need any information or the or BDC didn't call them back. This is from
and prospects. Many salespeople feel if they current incentives. customers that visited the showroom
don't have a deal today in the next few days and from customers that called in and
they don't have anything. This is a mistake Then you need to add and track your from Internet leads. Unbelievable, but
and one that will cost you money because prospects the same way. Someone may true. Talking about leaving money on
there is lots of money in your pipeline if have told you they will be looking for a car the table. Those complaints were just
you work it correctly. in the spring or summer. You record that from current shoppers, you could just
information and keep in touch with them imagine how many newer receive a call
The sales pipeline is what helps create a regularly. Let them know when there is a or email from salespeople looking for
steady flow of customers and income. One big sale or new incentives without being new business. A sales pipeline is your
of the most common complaints of car a pest. ticket selling more cars. n

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