The auto industry is currently pacing to sell over 16 million vehicles this year. Americans are buying cars and trucks at a very healthy pace. Traffic is flowing in the doors and things are returning to their pre-recession figures (at most dealerships). Those who have been in the business long enough know that markets change. Demand - and therefore customer traffic - goes up and down. 

Though the buying process today is much faster for consumers, who have access to millions of vehicles with the click of a mouse or swipe of a finger. However, it's still important to control the pace of the deal. There will always be power in slowing down the process - listening to prospects, writing down their responses, and repeating it back to them. Technology is great for buyers and sellers alike, but it will never be able to replace the personal connection forged between good salespeople and their customers.

When working with prospects, take notes, repeat it back and gather your information in front of the customer. Customers feel assured that you are listening and care about what their needs are. If you are using a smart phone or tablet, be careful not to look at emails or texts that may pop up. It is an accidental way to make a customer feel frustrated and view you as unprofessional if you spend more time looking at your screen than looking at them. 

Use your notes as a reference to help you move you through the sales process. Writing important information down and repeating it back to your customers periodically will eliminate miscommunications and funnel out objections.

This season, keep your ears open and your pen handy - it'll make you more deals.