Car dealership Whether it’s buying a car or buying advisory services, today’s buyers go through the same basic journey. (Photo: Shutterstock)

By the time a buyer shows up at the car dealership, they have done their research and usually know exactly what they want to buy, how much they want to pay, and what terms they expect. In fact, they are so sure of what they are going to buy that almost 40 percent only visit one dealership and more than half only test drive one car.

The car is bought/sold before the buyer ever shows up at the dealership.

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