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Not sold on AI? Good. Ask better questions.
Skepticism isn’t resistance. It’s the job. A practical way to turn your doubts about AI into questions a vendor has to answer before anything touches a customer.
Read6 min
Knowing the process isn’t the same as using it
Your team can pass the training and still freeze when a customer goes off script. How to coach one behavior at a time, and close the gap between learning and doing.
Read4 min
You can’t coach every deal. Something should.
Most coaching happens after the deal is already lost. How good managers make their limited time count, and how to get help into the conversation itself.
Read5 min
Appointments set is not a scorecard
The report says the team had a good day. Then you look at the calls. A practical scorecard for GMs and sales managers that measures the work behind the number.
Read6 min
Nobody reads the CRM notes. Fair enough.
Twenty activity entries and still no idea who the customer is. Why reps stopped reading the notes, and what a note worth reading looks like.
Read5 min
Sending the video isn’t the same as explaining it
Inspection videos, recommendation lists and approval links are everywhere now. Customers still call back asking what they’re looking at. Here’s how to close that gap.
Read5 min
The BDC set the appointment. Then what?
The BDC learns a lot in five minutes on the phone. Most of it never makes it to the salesperson who says hello on Saturday.
Read5 min
You probably didn’t lose that deal on price
The CRM says sold elsewhere, and the easy explanation is price. Replay the deal and you’ll usually find a late callback or a question nobody answered.
Read5 min
There’s knowing your customer. Then there’s being weird about it.
Customer context can make a conversation feel thoughtful or make someone want to change their number. Where the line is, with examples from both sides of it.
Read5 min
“Do you work with okay credit?” isn’t a finance question
By the time a customer asks about credit, they’ve usually been working up to it. The first minute of your answer decides whether they ever walk in.
Read4 min
Why are we still asking customers to start over?
Website, BDC, salesperson, finance, service. Every handoff is a chance for the customer to explain everything again. Here’s where the story gets dropped, and why.
Read5 min
What you say right after “I need to talk to my wife”
You’ve heard every objection a thousand times. The problem is the half-second after, when a good salesperson freezes or reaches for a line from a 1994 training tape.
Read5 min
You manage leads. You sell to people.
New lead, attempted contact, appointment set. Status fields are great for organizing work. They’re no help explaining why someone is shopping in the first place.
Read4 min
When a rep leaves, the customers shouldn’t
You’ll replace the salesperson. What’s harder to replace is everything they knew about your customers and never wrote down.
Read5 min
Stop asking whether the AI sounds human
A lot of automotive AI is sold on how convincingly it imitates a person. The better question is whether it makes your people better at the moments that matter.
Read5 min
Follow-up doesn’t die. It gets copied and pasted to death.
Every store has a follow-up cadence. Most of it falls apart around day three, when the rep runs out of things to say and reaches for the template.
Read5 min
The lead came in at 9:14 PM. You called at 11 the next morning.
Nobody did anything wrong, exactly. Every step made sense on its own. Together they cost you the deal. What slows the first call down, and how fast teams beat it.
Read5 min
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HeyG is an automotive technology company building AI-powered tools for dealerships. Its platform brings customer intelligence, real-time guidance and automated communication together to help sales teams work more effectively and make the most of every opportunity.
Media inquirieshey@heygreenlight.com