Let me pose a question to you. If you knew what was going through your customers mind during the sales process, would you enhance your chances of selling them a vehicle ? The answer , of course, is yes.Well, NADA has surveyed 3000 new vehicle owners who recently have gone through their purchasing experience.The question posed to them was "what did you hate the MOST about your buying experience?" The number one answer was " it takes too much time".Number two was "I hate the back and forth process". Number three was "I can't get a straight answer from my salesman." Now that we have this information available to us , we need to train our salespeople to avoid these areas whenever possible . One of the key areas to address is to make sure your salespeople are prepared when they come to you for their first pencil.If they can answer these questions that your desk manager should be asking before he pencils the deal, you can speed up the sales process and the sales rep won't have to go "back and forth" to get the answers. 1) ARE ALL THE PLAYERS HERE? 2) HAVE THEY DRIVEN THE CAR? 3) DO THEY LIKE THE CAR ENOUGH TO OWN IT? 4) IS THERE ANYTHING STOPPING THEM FROM DOING BUSINESS RIGHT NOW? If they can answer these questions, you can proceed with the sales process with minimal delays,saving time and the constant back and forth to gather information.Pace of sale is always a challenge for all dealerships so hopefully these tips will help you expedite your process .HOPE IT HELPS,  BRUCE