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The Road to the Sale Isn't Dead. It Changed.
Video coming soonCustomers who show up knowing the numbers do not want to be walked through ten steps. They still need a process. Mark and Hank talk about which steps to shorten, which to skip, and which matter more than ever.
Show notes
Veterans learned a road to the sale that worked for years. Then customers changed. Some reps dropped the process completely. That is a mistake too.
Hank explains why the meet-and-greet and the needs conversation matter more now, not less, and Mark covers how to run a walkaround for someone who has already watched three video reviews of the car.
Try this today: ask your next customer what they have already done online, and start from there.