Pending Sales Process

Your initial goal in this process is to contact the customer and thank them for allowing us the opportunity to earn their business. After that we should be working towards a solution to completing the deal.

This process should involve not only you, but the sales manager and finance manager associated with the deal.

Your customer came into the dealership, they liked the vehicle, and they liked the numbers. They’ve agreed to purchased the vehicle, but something is stopping us from moving forward to delivering the vehicle. The task follow up process associated with a pending sale is designed to help remind you to contact that customer but more importantly complete the sale.

Before you begin these tasks, you should determine what prevented you from completing a deal. The most common reasons a customer hasn’t taken delivery are:

Click on the objection or obstacle for notes and words tracks on how to handle these situations.

Credit Concerns- The customer has an issue obtaining an approval. Whether the customer’s credit isn’t strong enough, or they need money down our financial institutions are not interested in picking up the deal in it’s current structure.

Improper Proof of Customer Information- The customer may be new to the state or have addresses that do not match from registration to driver’s license. At times a customer may have to go get their individual paperwork in line to be able to legally purchase a vehicle.

Delivery Schedule Conflict- Everything looks great, the customer just doesn’t have enough time to complete the finance process today, and would like to come back at a later time to finish the paperwork and take delivery of the vehicle.

Be sure to log your calls as well as any notes or information that would be helpful to you or your manager to take this from a pending deal to a delivered one.

To complete this process you should expect the following task process to appear over the next few days.

(Click here for a link to learn how to complete a task in VinSolutions)

Day 1 - Call customer and thank for their visit. Gather Information that will help the deal move forward. Meet with a manager if clarity is needed.

Day 3 - Call customer with deal update. Speak to manager if more information is needed.

Day 5 - Call customer with deal update. Speak to manager if more information is needed.