The Art of Effective Follow-Up

Turning “Not Today” into Tomorrow’s Sale

Course Overview

When a prospect leaves the showroom without buying, the sales opportunity isn’t lost, it’s simply entering a critical next stage. Follow-up is the bridge that reconnects the customer to the salesperson, reignites interest, and keeps the buying journey alive. Yet, many salespeople either avoid follow-up or handle it poorly, leading to lost sales and weakened customer trust.

This course equips automotive sales professionals with the skills, mindset, and proven strategies to turn follow-up into a powerful sales advantage. Delegates will learn how to prepare before the call, structure and deliver high-impact conversations, and build a consistent, repeatable follow-up process that drives conversions and builds long-term loyalty.

Course Objectives

• Lay the foundations before the call - Discover how to schedule a meaningful follow-up while the customer is still in the showroom. Learn to create a compelling reason for the call so it feels natural and welcomed, not intrusive.
• Understand the true value of follow-up - Explore why follow-up is not just a courtesy, but a critical stage in the automotive sales journey. Recognise how timely, professional follow-up increases trust, strengthens customer relationships, and directly boosts sales performance.
• Apply practical follow-up strategies - Gain access to proven techniques that move conversations forward, overcome inertia, and reignite customer interest. Learn when to call, what to say, and how to adapt your approach to different scenarios.
• Build a structured and repeatable plan - Develop a consistent process that ensures every lead is managed effectively. Create a step-by-step framework to track follow-up activity, maximise opportunities, and prevent potential buyers from slipping through the net.
• Master the language of influence - Learn how to use confident, customer-focused language that builds rapport, overcomes hesitation, and inspires action. Develop phrases and approaches that feel natural yet persuasive, helping customers take the next step toward purchase.

What's Included?

• Event leadership by an expert facilitator
• Delegate workbook and course materials