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Sales and F&I

From meeting quota to holding gross, articles to help anyone working in sales.

Electric vehicle charging

EVs and Expectations

The strong pipeline of new EV model launches in the next 24 months will create more options for consumers. With those EVs comes changing customer

Wooden blocks built to spell the word trust

Transparency in Sales: How To Build Trust from the Start

For many consumers, dealerships are viewed as untrustworthy, often due to past experiences. Companies like Carvana and Vroom push this perception daily with over-the-top commercials

Used vehicle reconditioning automation to tap into high demand

Tapping into Used Vehicle Demand Starts with Recon

Industry experts are predicting that used vehicle demand (and prices) likely won’t start coming down until spring 2022 at the earliest.

Three hands holding wrists

How to Rebuild Trust With Customers

Any time we face an important choice, we seek support in the people we trust. In the case of purchasing a vehicle – easily one

Woman in tooth pain

Root Canal or Deal Negotiation?

Why is it some car buyers don’t see much of a difference between the two?

Saleswoman showing a customer her tablet

Mitigating High Sales Turnover

There has been undeniably high employee turnover across nearly every industry in 2021. The automotive industry has not been spared with of a turnover rate

Man holding tablet and shopping online

5 Steps to Online Retailing

Online retailing surged in 2020, no surprises there. It’s now a huge part of every sales conversation, as more consumers want pieces of the typical

Pregnant woman and her husband talking to a salesperson.

True Stories: A Better Buying Experience The Second Time Around

Seven years ago, I told the unpleasant story of my first “real” vehicle purchase. But, I learned the warning signs to watch for. Here's a

Process map

The Value of Building a Better F&I Process

If you ask any GSM “What is your sales process?”, they will likely respond with 20 steps each salesperson is trained to complete every single

People walking by vehicle

4 Car Buying Trends You Need to Know

Nobody saw 2020 coming. It flipped our world upside down in a matter of days, and some of us are still trying to put our