Sales Training U-Drive Transport Presented by Jeremiah LaPlante

Company overview U-Drive Transport was started by siblings Carl and Jenna in June of 2008. The business was started in Chicago Illinois to serve the identified customers in the city center. Since its inception U-Drive has expanded to 20 US cities with over 500 employees currently. U-Drive uses two types of hybrid Solar/Electric vehicle that can be rented for 2 hours minimum, a day, or a week at a time. Tasks as representatives of U-Drive To build lasting long term relationships with our client base. Main customer focus groups: 1. Working Grad students without cars, 2. Spouses who have zero access to their own car and 3. Tourist staying in the city center for extended periods of time.

U-Drive Features & Benefits Hybrid Solar/ Electric vehicles w/ options for gas GPS in every car No advance notice needed to rent Economically and environmentally friendly cars Never get lost while renting a car from U-Drive Unlike traditional car rentals, as long as there are cars in the rental spots they can be used.

Job responsibilities for sales approach At U-Drive you need to first understand our services. Drive sales by building strong relationships with places where you can find prospective customers, (universities, Grocery stores, department stores, airports, and etc.) U-Drive believes it is more important to build lasting relationships with potentials clients because these will turn into long term lasting partnerships that can be nurtured and profited from (Lamb, 2013). By building relationships with places that can help market our service allows us to be a major part of the local economies in which we operate in. Represent U-Drive to the marketplace in a professional manner by being a resource to the potential partner marketers.

Sales process Prospecting and lead generation Qualifying leads Customer approach and probing questions Developing and Proposing Solutions Handling Objections Closing the Sale Follow up contact

Prospecting and lead generation Identify current customer base. Working Grad students, Spouses without cars, and extended stay vacationers Identify prospects. To help find potential clients we have to be savvy in how we obtain this information. As a sales representative you are tasked to uncover locations in your major city where partners can be made for marketing purposes. For example in a university, attending special events like Greek week and sporting events, you can set up a table with information to be given to potential grad students of the rentals through U-Drive or speak with the student body government to find ways to help promote Another example of a way to generate leads is to visit major grocery stores and build a relationship with management to allow you to do promotions at their locations or set up information areas where customers can take info to look into our services. This is just a few ideas to get your juices flowing and start thinking outside the box!!

Qualifying your Leads Once you have begun to gather potential leads, you must first qualify them to see if they meet our needs as a client. First notice if there is a real need for our rental service. People may know of the car sharing idea but not be aware that they could benefit from our service. Ask questions to uncover if they were just curious or there is a real need. (Lamb, 2013) Confirm they have the purchasing power. Some students are starving so they may like our service but not be able to afford it. Make sure they can afford to pay for it. When working with marketing partners like universities also qualify that the person you are working with does have the proper authority to allow you to work on their campuses. (Lamb, 2013) Lastly when qualifying potential clients on a list, be sure they are receptive to the service and can be accessible and not have roadblocks that you cannot overcome like stature of ranking in an organization. (Lamb, 2013)

Approaching the customer and Asking Probing questions YOU NEED TO DO YOUR HOMEWORK!!! Before ever calling on a potential marketing partner you need to do your homework first and ALWAYS BE PREPARED!! Visit websites, or social media accounts to try and gain more knowledge prior to your first visit. On first meeting, ask TONS OF QUESTIONS. It may help to have few in mind prior to the meeting with your answers ready in your mind so that you can answer your client immediately and professionally By asking probing questions you can find out what their true needs are and not assume you already know. Remember to LISTEN LISTEN LISTEN!!! Never just talk about our services, find out first what the client is really wanting. Once the needs of your client have been identified repeat them back to your client to verify, and ask for the order or next visit appointment based on the responses to your questions.

Propose solutions Once you have uncovered the needs and wants of the client now you need to match their wants with our services. (Lamb, 2013). Offer your client at least two options when possible of how our services can help Offer a sales presentation to the staff so that more people are involved with your service and you build relationships Offer to write a proposal of how our services partnered with a university can benefit both parties. Schedule times when you can be present at a table to answer questions for passing people at universities, hospitals, grocery stores, etc.

How to Handle Objections When a potential client objects to our services a few things to try are… Ask why? Sit back and listen and take notes if possible. Remind the client that we want to work with them to lessen there reluctance and if we can remove their concerns would they try our service. Being prepared with probing questions as mentioned before will allow you to have proper responses to their objections Never talk bad about a competitor only focus on how our features benefit them more than others do

Time to close the sale Throughout the sales call you should be measuring how your presentation is going from the clients responses several times to determine when is a good time to ask for the sale. By asking questions that lead your client to the close is the key to your success. Gauge the temperature of your client by asking…if our service is able to provide you with what you ask for would you sign up today? If they answer no, ask more probing questions to get to the same closing question. KEEP ASKING for the SALE!! If you don’t ask you won’t get it!!

Post call follow-up Send summary e-mail message or letter to prospect, and then follow up with a phone call. Thank prospect for meeting Recap meeting Review agreed-upon next steps State future intentions Notify appropriate internal resources (for example, marketing department) for next-step assistance. Update customer profile Update pipeline account data.

Reference Lamb, Eric. MKTG, 7th Edition. Cengage Learning, 2013. VitalBook file. Retrieved from; http://online.vitalsource.com/books/9781305370128/id/L17-1-2

Link to Brainshark http://my.brainshark.com/Unit-9-U-Drive-Sales-Training-presentation-736032899