Module 10 — Leads, Prospects & Follow-Up

Module 10 – Leads & Opportunities

Selling vehicles is not only about waiting for the next lead to arrive. Successful salespeople learn how to find opportunities, create opportunities, manage them professionally and keep them moving until there is an outcome.

In this practical Motor Sales Academy module, you will learn how to take greater control of your own sales business. We look at internet leads, previous customers, referrals, workshop customers, old prospects, business and fleet opportunities, prospecting, follow-up and the correct use of your Business Management System.

You will also learn why having many names in your system does not necessarily mean you have a healthy sales funnel. Every opportunity needs a story, a clear next action and consistent follow-up.

What You Will Learn

• Why your future sales results are created by today’s activity.
• How to recognise and create new sales opportunities.
• How to build and manage a healthy sales funnel.
• Why speed matters when responding to new leads.
• How professional follow-up can recover opportunities.
• How to prospect instead of waiting for business.
• How previous customers and referrals can generate new business.
• How to write meaningful notes that tell the customer’s story.
• How to keep every active opportunity moving.
• How to use your Business Management System to manage your own sales business.

10 Practical Lessons

The module takes you through ten practical lessons designed around situations that salespeople experience in a real dealership environment. The focus is not simply on knowing what to do, but on developing the habits and thinking required to do it consistently.

By the end of this module, you should be able to look at your sales funnel differently. Instead of asking only, “Where can I get more leads?” you will start asking:

“What am I doing with the opportunities I already have, and what opportunities am I creating next?”

Motor Sales Academy training is built around practical dealership experience and is designed to help salespeople turn everyday activity into better sales opportunities, stronger customer relationships and more consistent results.