People love cars and the decision-making process: the model, equipment, color and so forth. They take pride in the possession of a new car. What they generally don’t like is the experience of shopping for a new car. They often feel manipulated and mismanaged. Regardless of the deal they negotiated,...

The sales process consists of the following steps: 1. THE GREETING / WELCOME Meet & Greet covers the first critical moments when the customer arrives at the dealership.

Did you know that approximately one-third of all new-vehicle transactions are leases? In today’s highly competitive automotive market consumers are looking to get the most car for their money and leases are they way they are doing it.

Buying a vehicle is an emotional experience. It involves a lot of money, and touches a chord deep within. Understand this emotional response. If you know how a customer feels, and you empathize, you have a better chance of making the sale.