Autobase

I was at an auto dealership the other week working with various Sales Consultants on improving their knowledge of the dealership CRM system. At this particular auto dealership, the Sales Consultants had been using auto CRM from Autobase for about 5 years. Their knowledge of the system was good, but as the saying goes you can learn something new every day (especially with CRM software).

I decided to show these CRM veterans how they can effectively see all of the upcoming service appointments for their customers. I also showed them how they could print a list of all of the service appointments scheduled for the next day. Most Sales Consultants frequent the service area in the hopes that they could potentially run into someone who may be in the market for a new vehicle. With a true CRM tool you should be able to research all of the service histories for each of your customers and know exactly when they are coming in for their next visit.

Sales Consults, the next time one of your customers comes into the service lane greet them with a cup of coffee and talk to them about their service history (that you have already researched). Maybe they are ready for a new vehicle. Maybe they have some referrals. At the very least you will be reminding your customers that you are the best Sales Consultant in the world.

by Kevin Smith