https://heygreenlight.com/media/Field notes from HeyG for dealership sales, service, and BDC teams on follow-up, objections, handoffs, service calls, and coaching. Written for store teams.https://heygreenlight.com/media/the-hardest-call-happens-in-the-service-drive/https://heygreenlight.com/media/the-hardest-call-happens-in-the-service-drive/Mon, 26 Oct 2026 00:00:00 GMTAn advisor with a full board calls to say the repair costs more and takes longer. How that call goes decides whether the customer trusts the next one.Articlehttps://heygreenlight.com/media/not-sold-on-ai-good-ask-better-questions/https://heygreenlight.com/media/not-sold-on-ai-good-ask-better-questions/Fri, 23 Oct 2026 00:00:00 GMTSkepticism 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.Articlehttps://heygreenlight.com/media/knowing-the-process-isnt-the-same-as-using-it/https://heygreenlight.com/media/knowing-the-process-isnt-the-same-as-using-it/Thu, 22 Oct 2026 00:00:00 GMTYour 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.Articlehttps://heygreenlight.com/media/you-cant-coach-every-deal-something-should/https://heygreenlight.com/media/you-cant-coach-every-deal-something-should/Mon, 19 Oct 2026 00:00:00 GMTMost 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.Articlehttps://heygreenlight.com/media/appointments-set-is-not-a-scorecard/https://heygreenlight.com/media/appointments-set-is-not-a-scorecard/Thu, 15 Oct 2026 00:00:00 GMTThe 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.Articlehttps://heygreenlight.com/media/nobody-reads-the-crm-notes-fair-enough/https://heygreenlight.com/media/nobody-reads-the-crm-notes-fair-enough/Mon, 12 Oct 2026 00:00:00 GMTTwenty activity entries and still no idea who the customer is. Why reps stopped reading the notes, and what a note worth reading looks like.Articlehttps://heygreenlight.com/media/sending-the-video-isnt-the-same-as-explaining-it/https://heygreenlight.com/media/sending-the-video-isnt-the-same-as-explaining-it/Thu, 08 Oct 2026 00:00:00 GMTInspection 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.Articlehttps://heygreenlight.com/media/the-bdc-set-the-appointment-then-what/https://heygreenlight.com/media/the-bdc-set-the-appointment-then-what/Mon, 05 Oct 2026 00:00:00 GMTThe BDC learns a lot in five minutes on the phone. Most of it never makes it to the salesperson who says hello on Saturday.Articlehttps://heygreenlight.com/media/where-you-lose-deals-to-the-store-across-town/https://heygreenlight.com/media/where-you-lose-deals-to-the-store-across-town/Mon, 28 Sep 2026 00:00:00 GMTThe 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.Articlehttps://heygreenlight.com/media/knowing-your-customer-vs-being-weird-about-it/https://heygreenlight.com/media/knowing-your-customer-vs-being-weird-about-it/Thu, 24 Sep 2026 00:00:00 GMTCustomer 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.Articlehttps://heygreenlight.com/media/talking-to-buyers-who-are-nervous-about-credit/https://heygreenlight.com/media/talking-to-buyers-who-are-nervous-about-credit/Mon, 21 Sep 2026 00:00:00 GMTBy 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.Articlehttps://heygreenlight.com/media/why-are-we-still-asking-customers-to-start-over/https://heygreenlight.com/media/why-are-we-still-asking-customers-to-start-over/Thu, 17 Sep 2026 00:00:00 GMTWebsite, 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.Articlehttps://heygreenlight.com/media/what-to-say-after-i-need-to-talk-to-my-wife/https://heygreenlight.com/media/what-to-say-after-i-need-to-talk-to-my-wife/Mon, 14 Sep 2026 00:00:00 GMTYou’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.Articlehttps://heygreenlight.com/media/you-manage-leads-you-sell-to-people/https://heygreenlight.com/media/you-manage-leads-you-sell-to-people/Thu, 10 Sep 2026 00:00:00 GMTNew 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.Articlehttps://heygreenlight.com/media/when-a-rep-leaves-the-customers-shouldnt/https://heygreenlight.com/media/when-a-rep-leaves-the-customers-shouldnt/Mon, 07 Sep 2026 00:00:00 GMTYou’ll replace the salesperson. What’s harder to replace is everything they knew about your customers and never wrote down.Articlehttps://heygreenlight.com/media/stop-asking-whether-the-ai-sounds-human/https://heygreenlight.com/media/stop-asking-whether-the-ai-sounds-human/Thu, 03 Sep 2026 00:00:00 GMTA 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.Articlehttps://heygreenlight.com/media/follow-up-gets-copied-and-pasted-to-death/https://heygreenlight.com/media/follow-up-gets-copied-and-pasted-to-death/Mon, 31 Aug 2026 00:00:00 GMTEvery 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.Articlehttps://heygreenlight.com/media/the-first-hour-is-the-whole-game/https://heygreenlight.com/media/the-first-hour-is-the-whole-game/Mon, 24 Aug 2026 00:00:00 GMTNobody 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.Article