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Every car salesperson has heard it: "I’m just looking." It’s a phrase that can immediately shut down a conversation and stall a sale before it even begins. But why do customers say it? More often than not, it’s a knee-jerk reaction—an automatic defense mechanism to avoid feeling pressured.

Are you struggling to close deals or unsure how to start your automotive sales career? The car sales industry has evolved significantly, especially in 2025, with digital-first customers and increased competition. More than ever, success in automotive sales depends on understanding the modern buyer,

Objections are a natural part of any F&I (Finance and Insurance) conversation, but handling them effectively is the key to boosting PVR (Per Vehicle Revenue) and increasing dealership profitability. While many F&I professionals focus on overcoming the first or second "no," seasoned experts like Gerr

Why do so many customers dread the F&I process? It’s no secret that the finance and insurance (F&I) department often carries a negative reputation among car buyers. They imagine high-pressure sales tactics, confusing jargon, and endless paperwork. For dealership professionals, this stigma can be a s

Are you dreaming of a high-paying, high-impact role in the automotive industry? Becoming a Finance and Insurance (F&I) Manager might be the perfect next step in your career. Whether you’re a seasoned sales professional or someone looking for a fresh start in the dealership world, the F&I role offers

First impressions can make or break a sale. As a sales professional in the automotive industry, your ability to meet and greet customers effectively is critical to building trust, sparking interest, and guiding conversations toward successful outcomes. Whether you’re engaging with a customer on the

Every dealership manager and F&I professional knows the frustration of losing a sale to the dreaded phrase, "I need to think about it." This objection is a common roadblock, one that stalls negotiations and leaves potential revenue on the table. But what if you could turn this hesitation into an opp

How many deals have slipped through your fingers because a customer said, ‘I need to think about it’? It’s one of the most common and frustrating objections sales professionals face. For dealerships, every stalled sale represents not just lost revenue but also wasted time and effort. But what if you

For many F&I managers, one of the most common hurdles in selling service contracts is overcoming the customer’s overconfidence in their manufacturer’s powertrain warranty. It's a scenario we've all faced: a customer declines a service contract, citing the extended coverage of their powertrain warran