CUSTOMER DEAL SHEET:
HOW TO BUILD THE PERFECT PITCH
FOR EVERY CUSTOMER
In today's competitive market, dealership
sales teams need to take a data-driven
approach to identifying potential sales
opportunities, preventing customer defection
and improving profitability.
While a dealer's CRM provides a snapshot of
where a customer's journey began, sales teams
need to understand their customers' current
needs and preferences to deliver the right pitch
at the right time.
Built on the most comprehensive data set in the
industry, Mastermind's redesigned Customer Deal
Sheet enables sales teams to identify, prioritize
and engage leads — all within a single view.
GOOD TO MENTION
Influencing factors such as
warranty expiration, available
incentives or positive equity
positions that can be used to
strengthen the sales pitch.
NEUTRAL POINTS
Minor changes or details
that are not crucial to the
sales conversation, such
as small interest
rate adjustments.
TO AVOID
Topics that could negatively
impact customer perception,
such as undesirable
payment terms or outdated
vehicle models.
HOW IT WORKS
Mastermind's enhanced BPS – calculated on each prospect's In-Market, Vehicle and Deal
Scores – provides deeper insights based on extensive data to help sales teams to identify
and engage leads.
Behavior Prediction Score
®
(BPS)
Mastermind's Behavior Prediction Score has long been the industry's gold standard in behavior prediction
modeling. The Customer Deal Sheet features ranked Behavior Drivers segmented into three categories so
sales teams can quickly see what's most important to each prospect. Top talking points relevant to the
sales conversation for this prospect:
