In sales, we are used to overcoming any obstacle in order to achieve our sales goals. However, the best decisions are those that anticipate adverse situations and predict results, which increases our sales effectiveness.

As COVID-19 vaccination accelerates in several parts of the world, we can begin to think about what a typical post-pandemic customer will look like, and what strategies will help us serve them appropriately.

The current scenario presents obstacles for every department of the dealership. The most successful Sales Managers have met the challenge by adapting and understanding these three “rules”: statistics say much more than we think; people no longer buy as before; and the competition does and will not stay still.

The “lifetime value” of a customer, in other words the present value of all future cash flows attributed to the customer relationship, is approximately seven times the price of the vehicle they purchase.