In the average auto dealership, you'll hear the term "dead deal" thrown around quite a bit. Frankly, it's as old as the business, but often times it is used to describe too many types of closed opportunities. As an example, some people consider a bad credit customer to be a dead deal. In reality, that credit issue may only be a temporary hurdle to moving metal from your new car inventory.
In the Autobase CRM system, a dead deal is only described as such when the customer:
1. has physically died;
2. has moved out of the area; or
3. has given you bogus contact information and cannot be reached through any known means.
With all respect to the first customer, he'll never buy from you and, therefore, all sales opportunities with that customer are dead. If the customer has moved so far away that it is practically impossible for them to take delivery from your inventory, all sales opportunities with that customer are dead. Finally, if the contact info is bogus ... well, in essence, you have no customer to deal with and, therefore, all sales opportunities with that customer are dead.
Let's get practical. The customer who bought elsewhere is NOT a dead deal. The customer who is unable to finance a vehicle (at the present) is NOT a dead deal. The customer who has decided to stay in his current vehicle is NOT a dead deal.
This definition may seem narrow, but it helps minimize the times when a stalled lead (which is almost always a future buyer) is cast aside forever. If they "died, flied, or lied," consider them dead in your dealership CRM. Otherwise, keep selling...
In the Autobase CRM system, a dead deal is only described as such when the customer:
1. has physically died;
2. has moved out of the area; or
3. has given you bogus contact information and cannot be reached through any known means.
With all respect to the first customer, he'll never buy from you and, therefore, all sales opportunities with that customer are dead. If the customer has moved so far away that it is practically impossible for them to take delivery from your inventory, all sales opportunities with that customer are dead. Finally, if the contact info is bogus ... well, in essence, you have no customer to deal with and, therefore, all sales opportunities with that customer are dead.
Let's get practical. The customer who bought elsewhere is NOT a dead deal. The customer who is unable to finance a vehicle (at the present) is NOT a dead deal. The customer who has decided to stay in his current vehicle is NOT a dead deal.
This definition may seem narrow, but it helps minimize the times when a stalled lead (which is almost always a future buyer) is cast aside forever. If they "died, flied, or lied," consider them dead in your dealership CRM. Otherwise, keep selling...
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