The Deal That Stopped at Negotiation
He came twice, took the test drive, and asked for one more discount. Nobody has touched the file since, and the executive thinks the sales manager is handling it.
Stages a buyer actually moves through
Enquiry, quotation, negotiation, booking, payment, delivery. Each stage sets the next thing somebody has to do and the day it is due. A deal that has not moved in a week appears on a list instead of dissolving into the month.
Everything about the buyer, on the deal
The quotation
What was offered, with the scheme and the exchange figure that were part of it.
The test drive
When he drove it, which variant, and what he said afterwards. The note that decides the next call.
The papers
Purchase contract, loan file, and insurance copy uploaded against the same record rather than left on a desk.
The exchange
His old vehicle, the valuation, and whether that number is what is holding the deal.
The sales CRM questions worth asking weekly
- Which deals are stuck at the same stage as last Monday
- How many enquiries each executive turned into bookings
- Which model loses buyers at negotiation
- Bookings waiting on a document rather than on a decision
- Deals lost, and the reason the executive recorded
It sits beside your brand’s DMS
Vehicle ordering, warranty claims, and parts stay in the manufacturer’s system, which is not replaced here. This holds what dealers otherwise keep in Excel and WhatsApp: enquiries, follow-ups, finance paperwork, and commission. Two systems, doing different jobs.
Frequently asked questions
Can the executive update a deal from the showroom floor?
Yes, from a phone. Stage, note, and the next follow-up are changed while the buyer is walking to his car.
Does it handle exchange vehicles?
The old vehicle and its valuation are recorded on the deal so the negotiation is visible. Running a used car business on top of that is a different job, and used stock sits in vehicle inventory.
Who can see a deal’s discount?
Whoever you allow. Executives usually see their own deals, while the GM and accounts see all of them with the figures.
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