IRVINE, Calif. -

On Thursday, Autobytel released the second installment of its Autobytel Dealer Insight Series, the company’s quarterly education program.

The new series will cover sales best practices online and in the physical dealership.

The first part of the series features Scott Pechstein, vice president of national sales for Autobytel, who will discuss best practice insight for online sales processes.

Joe Verde, president of Joe Verde Sales & Management Training Inc., will provide insight regarding sales in the physical dealership.  

Commenting on the importance of studying trends in online sales, Pechstein said, “Online car buyers are different than before, and the traditional buying funnel we thought we knew has changed.

“Consumers are more undecided now — usually up until the week they buy — about the car that best meets their needs. That’s why effective traditional sales processes, including the way Internet sales consultants guide consumers to the right car, are more important than ever before,” he continued.

“The focus and goal of the Internet process is to sell the appointment, not the car; to establish a line of communication in understanding exactly what the customer needs; and to offer a variety of vehicle options that best meet the customer’s needs.”

A few of the topics the two execs will cover include why the car buyers of today are different than generations past, the importance of Internet sales process to reinforce your brand, and more.

The second collection in the series titled, “The Factors that Influence Car Buying Behaviors” goes “deeper into online and real world sales data,” the company said.

In fact, the second installment is supported by online lead data, online buying trends and consumer demographic information, matched to actual vehicle registrations in all 50 states from R.L. Polk & Co., Autobytel explained.

A few of the topics covered in this collection how age impacts sales, the top brands for customer loyalty, and brands that see the most online purchase requests.

To check out the Autobytel Dealer Insight Series videos, click here.

For the data results from the “The Factors that Influence Car Buying Behaviors” click here. 

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