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Jessica Russell

Jessica Russell Dealer Services Manager

Exclusive Blog Posts

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What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

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Why Your Online Shoppers Don’t Take the Bait

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Evidence Manuals-Do you use them?

Do you, as a salesperson (or manager), use what is commonly referred to as an "Evidence Manual" or something similar to provide information to your customers during new vehicle delivery? What type of information do you generally cover? Why do you use one? What other things do you use, and why?

Chris Costner
Jessica I will go out on a limb and say there are many evidence manuals in dealerships right this moment that were going strong at one point but no longer. Maybe sitting in the bottom of a desk drawer and haven't been tended to in some time. For those who are using one, well done. What other way can a salesperson separate themselves from the competition? This is a great way to validate with the client that you are what you say you are and live it everyday with every client.
Jim Bell
Great topic to bring up. We do have them and they include any accolades and also competitive comparisons.
Bill Simmons
Our version of the evidence manual is shared with the customer during the sales process, not at delivery. My store is a used vehicle only store. Our manual includes the AutoCheck vehicle history report, market comparison report from vAuto, copies of the repair orders from our service department sharing the reconditioning process with the customer. This is all shared before the trade appraisal or any write up process starts. We also open our Dealer Rater review page for the customer to see while the salesperson is away getting the trade appraised or beginning the write up process.

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