Financing is thought of as the worst part of the car-buying process for many customers. What they don’t know is that they’re far from alone in that thinking: In reality, many dealership employees feel exactly the same way. Financing will make or break a deal that everyone is happy with. But how can you make…

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There are few absolutes when it comes to the business of selling cars — which is a little amazing, right? Most dealerships work hard to define an optimized path to success, one that starts the moment a car buyer sets an appointment or walks into the showroom. Yet even though there’s this clear and organized…

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The ideal car buying experience is relatively streamlined. A potential customer, having already done their research, comes to your lot, picks a car, loves the test drive, and walks away with the car thanks to favorable financing. But every dealership manager knows the reality doesn’t tend to be nearly that straightforward. Potential customers leave without buying…

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When you work in the world of car sales, it is imperative to consistently brush up on new ways to improve the car buying experience for the shopper. Taking the time to research new techniques is important and beneficial for you, the entire dealership, and the person buying the car. But all of the research…

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Today’s car shoppers are savvy. They know how to spot upsells a mile away and, in some cases, they may be reluctant to dive in and make a purchase at all, much less on your timeline. By learning how to effectively upsell your shopper, however, you can substantially change the way you approach customers and…

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