Best Practices for Handling Customer Objections in Automotive Sales An objection is not a stop sign; it is a road sign pointing you toward the close. The best salespeople in the world don’t fear objections—they…
How to Build Value Before Price in Car Sales Conversations
How to Build Value Before Price in Car Sales Conversations “How much is it?” “What’s my payment?” “What’s your best price?” Customers today are conditioned to ask about price within the first 60 seconds of…
What Is a Structured Automotive Sales Process and Why It Matters
What Is a Structured Automotive Sales Process and Why It Matters? Imagine walking into a Starbucks in New York and ordering a latte. Then, you fly to London and order the same latte. It tastes…
Dealership Culture Problems Causing High Employee Turnover Rates
Are Dealership Culture Problems Causing Your High Employee Turnover? The automotive industry has a notorious reputation for high turnover. It is often accepted as “just the way the business is.” But is it? Or is…
Automotive Sales Managers Lacking Coaching and Mentoring Skills
The Hidden Cost of Automotive Sales Managers Lacking Coaching Skills Walk into the average sales tower, and what do you see? Managers with their heads buried in CRM screens, working deals, printing pencil sheets, or…










