Internet salespeople need to give pricing information to
prospective car buyers.  Dealership management often has a hard
time understanding why this is important, while some salespeople
don’t want to put forth the effort required to get pricing
information for customers making online inquiries.  Many “old-
school” types still preach selling techniques that are based on
ideas that worked before the Internet changed the way people
shop for and buy cars.  Whatever the reason, the fact is that
you almost always will get better results if you embrace an
Internet sales process that includes giving prices.  It isn’t
hard to understand why this would be the case when we consider
what we know about Internet prospects.  We’ve known for a long
time that they contact multiple dealerships, and we know they
typically initiate further contact with those dealerships that
provide a high level of service and answer their questions.
Trying to bring an Internet prospect into the dealership without
providing sufficient informatio