The Art of Selling in the Automotive Industry Mastering Solutions Through the Customer Interview By Tim Marbut, Ethos Group In today’s competitive retail automobile marketplace, selling cars is no longer about persuasive talk or high-pressure tactics. The modern car buyer is well-informed, often walking into the dealership after hours of online research, equipped with comparisons, reviews and even price quotes. They don’t want to be “sold”; they want to be understood. The true art of selling cars today lies in providing real solutions, and the foundation of that lies in one of the most powerful yet underutilized tools in the salesperson’s process: the customer interview. From Pressure to Partnership: A New Sales Philosophy For years, auto sales had a reputation for being high-pressure, fast-talking and transactional. But that model is outdated and ineffective with today’s customers. Buyers 15 Illinois Automobile Dealer News
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