Sales
Road to the Sale
The Road to the Sale is the standardized 8–10 step sales process used by automotive dealerships, from meet-and-greet through delivery.
What it means on the floor
Common steps: meet & greet, qualification, vehicle selection, walk-around, demo drive, trade evaluation, write-up, negotiation, F&I, delivery. Following the road in order produces measurably higher closing ratios and gross profit because each step builds value before price is discussed.
Related terms
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