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Category: Automotive Sales Strategy

Automotive sales strategy for dealerships navigating market shifts, digital channels, and evolving buyer behavior.

The automotive retail landscape has changed faster in the last five years than in the previous twenty. This category covers strategic thinking for dealership leaders: how to position your store in a market where buyers do 80% of their research online, how to think about digital retailing as a conversion tool rather than a threat to gross, how to adapt pricing strategy in a normalizing market after inventory shortages, and how to structure your business development activity around the channels where buyers actually spend time.

Content here is written for GMs and GSMs who think strategically about their market position, not just tactically about individual deals. Includes analysis of automotive retail trends, competitive positioning frameworks, and actionable strategy guidance grounded in what’s working at high-performing stores today.

Holding Gross in the Information Age: Used Car Sales Strategy

The used car market has changed. Pricing transparency means customers often know the average market price before they even step on the lot. They arrive with a printout (or a screenshot) from CarGurus or AutoTrader, ready to battle. If your team doesn’t have specific used car sales training, they will drop the price immediately just […]

Holding Gross in the Information Age: Used Car Sales Strategy

The used car market has changed. Pricing transparency means customers often know the average market price before they even step on the lot. They arrive with a printout (or a screenshot) from CarGurus or AutoTrader, ready to battle. If your team doesn’t have specific used car sales training, they will drop the price immediately just […]

Throw Away Your Old Phone Scripts (They’re Costing You Money)

“If I could, would you?” “What’s it gonna take to get you into this car today?” If your salespeople are still using these lines on the phone, you might as well ask them to hang up on the customer themselves. The consumer has evolved. They have more information in their pocket than your salesperson has […]

The “Price Dodge” is Dead: Why Hiding Numbers Kills Appointments

In our recent Executive Spotlight interview, we called out a habit that is costing dealers thousands of deals every month: The “Price Dodge.” It’s the oldest trick in the car sales playbook. A customer calls and asks, “What’s your best price on that Suburban?” and the salesperson immediately goes into evasive maneuvers. Ten years ago, […]