Too many test drives are a quick loop around the block while the rep checks their phone. Here's how to turn the drive into the moment the customer decides this is their car.

Most reps treat the needs assessment as a box to check before the walkaround. The best treat it as the sale itself. Here's how to run one that customers welcome instead of resist.

A steady market, a wealthier buyer, $4 gas pushing hybrids, and shoppers who ask AI first. Four trends shaping auto sales this fall, and what they mean on the sales floor.

Selling doesn't stop at the close. Why the best sales professionals treat customer service as their highest-leverage sales skill.

Phantom inventory, stretched payments, undisclosed defects: short-term sales tactics create long-term costs for customers and dealerships alike.

Floor plan costs, negative equity, and shrinking margins are reshaping dealerships in 2026. Here are the biggest challenges and how operators are responding.