LEASING SALESPERSON NEW HIRE Mack Trucks Academy AGENDA

LEASING SALESPERSON NEW HIRE Mack Trucks Academy AGENDA

LEASING SALESPERSON NEW HIRE Mack Trucks Academy AGENDA Second level Click to editIntroduction Master text styles 1. Product 2. Introduction to Truck Leasing Sales Process 3. Find the Customer 4. Mack Uptime Solutions & Business Services 5. Identify Customer Needs 6. Prepare and Make a Quotation 7. Plan, Deliver & Follow Up LEASING NEW HIRE March 2017

2 PRODUCT INFORMATION Activity: Get in Gear Instructions: Jot down ten things you learned during your selfstudy training. Share your list with a partner. Review your partners list and ask questions if you need more clarification about a topic. LEASING NEW HIRE

March 2017 3 PRODUCT INFORMATION Activity: Product Performance Instructions: Gather information about your assignment on www.macktrucks.com. Work together to create a commercial about what you discovered. Describe ideal applications. Identify key selling features and benefits.

Present your commercial to the class. LEASING NEW HIRE March 2017 4 INTRODUCTION TO THE TRUCK LEASING SALES PROCESS Identify the five steps of the Truck Leasing Sales process. LEASING NEW HIRE March 2017 5 INTRODUCTION TO THE TRUCK LEASING SALES PROCESS

Overview A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from the first point of engagement through to a close. LEASING NEW HIRE March 2017 6 INTRODUCTION TO THE TRUCK LEASING SALES PROCESS Activity: Step on it Work together to: Place the steps of the truck leasing sales process in order.

Identify the tasks associated with each step. LEASING NEW HIRE March 2017 7 INTRODUCTION TO THE TRUCK LEASING SALES PROCESS Activity, continued How did you do? Find the customer. Identify the customer needs.

Prepare and make the quotation. Deliver the truck; follow up with the customer. Plan the delivery. Tasks: Review documents with the customer. Conduct vehicle walkaround and demo. Check in with customer regularly.

LEASING NEW HIRE March 2017 FIND THE CUSTOMER Describe the first step of the Truck Leasing Sales process and the tasks associated with it. LEASING NEW HIRE March 2017 9 FIND THE CUSTOMER Overview During the first step of the Truck Leasing Sales process, you will:

Identify prospects. Conduct pre-call planning. Plan your sales story. Make appointments. Find the customer. LEASING NEW HIRE Identify the customer needs.

Prepare and make the quotation. Plan the delivery. Deliver the truck; follow up with the customer. March 2017 10 FIND THE CUSTOMER VIDEO: Find the Customer LEASING NEW HIRE

March 2017 11 FIND THE CUSTOMER Why identify qualified prospects? A qualified prospect: Has a need for what you are selling Has the authority and ability to pay for it Has a sense of urgency

Trusts you and your organization Is willing to listen to you LEASING NEW HIRE March 2017 12 FIND THE CUSTOMER LVOBusiness Decision The business decision is based on: Financial and operational preferences

Level of risk LEASING NEW HIRE March 2017 13 FIND THE CUSTOMER Sales Story Example #2 Headline My role as a transportation consultant is to ensure my clients get the most out of the assets they acquire. My organization has helped many clients in the transportation industry improve fuel efficiency, minimize accidents, and stay compliant, all the while maintaining profit margins and providing excellent service to customers. Client Issues Addressed Pains removed, Problems solved, results achieved (Which issues can be addressed by your leasing company/Mack trucks?) 1.

Fuel efficiency 2. Driver compliance 3. 4. Route deviation International Fuel Tax Agreement IIFTA) reporting in all forty-eight contiguous states, four commonwealths and both republics 5. Inability to get timely service LEASING NEW HIRE March 2017 14

FIND THE CUSTOMER Activity: Tell me a Story Write your own sales story about Mack, your dealership, and YOU: Use the Mack website and any resources on SalesPro as needed. Write the final version of your story on the Sales Story worksheet. LEASING NEW HIRE March 2017 15

MACK UPTIME SOLUTIONS AND BUSINESS SERVICES Distinguish among the Mack Uptime solutions and identify their applications. LEASING NEW HIRE March 2017 16 MACK UPTIME SOLUTIONS AND BUSINESS SERVICES Overview You need to be knowledgeable about Mack Uptime solutions and business services such as:

Connected vehicle services Service management Vehicle protection Parts purchasing/financing Certified Uptime Centers LEASING NEW HIRE March 2017 17

MACK UPTIME SOLUTIONS AND BUSINESS SERVICES Activity: Outwit, Outlast and Outsell Instructions: Come up with as many questions as you can to stump your opponents. Sit down if you answer a question wrong. Listen to the facilitator! He or she can change the rules as you go!

The last teammate standing is the Sole Survivor! LEASING NEW HIRE March 2017 18 MACK UPTIME SOLUTIONS AND BUSINESS SERVICES LEASING NEW HIRE March 2017 19 MACK UPTIME SOLUTIONS AND BUSINESS SERVICES Activity: Solution Match-Up Match the solution to the situation.

LEASING NEW HIRE March 2017 20 MACK UPTIME SOLUTIONS AND BUSINESS SERVICES Activity: Solution Match-Up, continued I have been having problems with driver route deviation. What can you offer me to help? LEASING NEW HIRE March 2017 21 IDENTIFY CUSTOMER NEEDS Describe the second step of the

Truck Leasing Sales process and the tasks associated with it. LEASING NEW HIRE March 2017 22 IDENTIFY CUSTOMER NEEDS Overview During the second step of the Truck Leasing Sales process, you will: Conduct a customer needs analysis. Match needs to product.

Ask questions. Determine a solution. Evaluate lease versus own. Find the customer. LEASING NEW HIRE Identify the customer needs. Prepare and

make the quotation. Plan the delivery. Deliver the truck; follow up with the customer. March 2017 23 IDENTIFY CUSTOMER NEEDS Interpreting Specs After you have found a qualified prospect, you will analyze his or her needs to determine how to match them with the:

Engine size and type Transmission Suspension Axle and ratios Tire size LEASING NEW HIRE March 2017

24 IDENTIFY CUSTOMER NEEDS Spec Walkthrough Lets take a look at the following specs: Regional haul (day cab) Long haul (sleeper) LEASING NEW HIRE March 2017 25

IDENTIFY CUSTOMER NEEDS Conducting a Customer Needs Analysis To determine the needs of a customer: Discover what is important to the customer. Ask questions related to business, prequalification, and application. LEASING NEW HIRE March 2017 26 IDENTIFY CUSTOMER NEEDS

VIDEO: Identify Customer Needs, Continued Lets discuss: What should Mike ask the customer next? How should he address the customers concern? #1 LEASING NEW HIRE March 2017 27 IDENTIFY CUSTOMER NEEDS Lets Review

Lets take a moment to review what we have learned: Take a pen and a piece of paper with you on your break. Look for the five review questions posted outside our classroom. Bring back your answers when you return from the break. LEASING NEW HIRE March 2017

28 PREPARE AND MAKE THE QUOTATION Describe the third step of the Truck Leasing Sales process and the tasks associated with it. LEASING NEW HIRE March 2017 29 PREPARE AND MAKE THE QUOTATION iLease Demonstration Follow along to learn how to do the following in iLease:

Set up defaults. Create a quote for a presentation. Prepare and generate the Schedule A. Generate the Full Service Lease Agreement. LEASING NEW HIRE March 2017 30 PREPARE AND MAKE THE QUOTATION iLease Demonstration Follow along to learn how to do the following in iLease:

Set up defaults. Create a quote for a presentation. Prepare and generate the Schedule A. Generate the Full Service Lease Agreement. LEASING NEW HIRE March 2017 31 PLAN, DELIVER, AND FOLLOW UP Describe the final two steps of the Truck Leasing Sales process and the tasks associated with them. LEASING NEW HIRE March 2017

32 PLAN, DELIVER, AND FOLLOW UP Plan Delivery When planning delivery, you will: Prepare pre-delivery paperwork (invoice, registrations, contracts, warranties, financing and service management). Set the date and time for the customer to come to the dealership for truck delivery.

Wash and detail the truck. Set engine parameters accordingly for the intended job. LEASING NEW HIRE March 2017 33 PLAN, DELIVER, AND FOLLOW UP Vehicle Delivery On delivery day, review the following with your customer: Vehicle spec Service contact and scheduled maintenance

Lease agreement Insurance binder Drivers handbook LEASING NEW HIRE March 2017 34 PLAN, DELIVER, AND FOLLOW UP Dealership Tour

Introduce the customer to: Sales manager General manager Service manager Outside parts representative Parts manager

Lease billing receivables Finance manager LEASING NEW HIRE March 2017 35 PLAN, DELIVER, AND FOLLOW UP Vehicle Walkaround Use the Leasing Handover Checklist to guide you through a walkaround of the exterior and interior of the vehicle:

Be sure to demonstrate the functionality at each station and of all components. Point out the drivers handbook. LEASING NEW HIRE March 2017 36 PLAN, DELIVER, AND FOLLOW UP Customer Follow-Up After the customer leaves with the vehicle:

Call him or her in one week to check in. Visit him or her in one month to gauge satisfaction. Ask customer for a testimonial or to complete a satisfaction survey. Touch base quarterly. LEASING NEW HIRE March 2017 37

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