If you sell cars long enough, you’ll live through every version of this conversation.
“The market is soft.”
“Traffic isn’t what it used to be.”
“Customers just aren’t serious anymore.”
And right now, that narrative is everywhere.
But here’s the uncomfortable truth most salespeople avoid: the market didn’t slow—your process did.
Because if the market were truly dead, nobody would be selling cars. Yet in every dealership, there are still a few names at the top of the board month after month. Same inventory. Same rates. Same customers.
The difference isn’t luck.
It isn’t talent.
It’s discipline.
Hard Markets Don’t Kill Deals — They Expose Weak Execution
When the market is hot, bad habits hide easily. Deals come together despite sloppy execution. Shortcuts don’t hurt as much. Conversations don’t need to be as sharp.
But when conditions tighten, every skipped step shows up in your numbers.
This is where most salespeople get it wrong. They look outward for answers instead of inward. They search for a new script, a new close, a new lead source—without fixing the foundation underneath.
What’s really happening is something we see constantly in automotive sales training:
Process drift.
What Is Process Drift?
Process drift is what happens when salespeople know what to do—but stop doing it consistently.
It doesn’t happen overnight. It’s subtle.
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You stop confirming appointments because “they usually show.”
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You shorten the walkaround because “they’ve already seen it online.”
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You ask fewer discovery questions because “you’ve been doing this a long time.”
Each shortcut feels harmless on its own. But stack them together, and you end up with confused customers, defensive negotiations, and collapsing close rates.
The irony? Most salespeople don’t feel like they’re doing less. They feel busier than ever. But activity without structure doesn’t create results—execution does.
Where Most Deals Are Actually Lost
Ask most salespeople why a deal fell apart and you’ll hear the same answers:
“Price was too high.”
“They wanted to think about it.”
“They went down the street.”
But those are symptoms—not causes.
Most deals are lost in the first 10 minutes of the interaction.
That’s where trust is either built or broken. That’s where expectations are either set—or ignored. And that’s where many salespeople rush because they’re afraid of slowing the customer down.
Here’s the truth customers won’t say out loud:
They don’t want a fast process.
They want a clear one.
When customers don’t understand what’s happening next, they take control themselves. And once that happens, the conversation almost always collapses into price.
Strong process creates calm customers. Calm customers make decisions.
The Difference Between Average and Elite Salespeople
Elite sales professionals don’t rely on personality, luck, or momentum. They rely on repeatable structure.
They understand that the sales process isn’t a checklist—it’s a framework for decision-making.
Here’s what they do differently:
1. They Control the Opening
They introduce themselves professionally. They explain the buying journey. They set expectations before the customer ever asks. Confidence at the beginning removes resistance later.
2. They Ask Better Questions
Not more questions—better ones. Questions that uncover motivation, timeline, and priorities. If you don’t know why someone is buying, you’ll never know how to help them decide.
3. They Match Vehicles to Problems
Customers don’t buy features. They buy solutions. Proper discovery turns the vehicle into the answer—not just an option.
4. They Earn the Close
Strong closes don’t happen at the desk. They happen throughout the process. When the setup is right, the close feels natural instead of forced.
This is why some salespeople still win when the market tightens. They don’t close harder—they execute cleaner.
Why Motivation Isn’t the Answer
When sales slow down, motivation becomes the go-to fix. Pep talks. Contests. Spiffs.
But motivation fades.
Standards don’t.
Hard markets don’t require more hype—they require higher execution standards. And standards only work when they’re enforced consistently.
That’s why coaching, accountability, and structured training matter more now than ever. Not generic advice—but real breakdowns of real conversations and real deals.
Your Challenge: Rebuild Respect for the Process
If your results are down, don’t ask, “What’s wrong with the market?”
Ask:
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Which step of my process have I gotten lazy with?
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Where have I stopped setting expectations?
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What conversations am I rushing instead of leading?
Then do this:
For the next five business days, choose one step of your process and execute it perfectly—every single time.
Not quickly.
Not casually.
Perfectly.
Confirm every appointment.
Deliver every walkaround.
Ask every discovery question.
Because the market doesn’t reward effort—it rewards execution.
Listen to the Full Conversation 🎧
In this episode of Sell More Cars, Lilly Jane Baxter and automotive sales trainer Jason Verduzco go deep into:
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Why sales slumps are usually self-inflicted
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How process drift quietly kills closing power
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What top performers do differently in tight markets
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How to regain control without chasing gimmicks
🎙️ Listen to the full podcast episode below.
Want Hands-On Help Fixing Your Process?
If you want more than theory—and you’re ready for real-world coaching—Jason Verduzco hosts LIVE coaching sessions through Auto Edge Sales University.
These sessions break down:
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Real sales conversations
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Real objections
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Real deals
Step by step, with structure and accountability.
👉 Sign up for Jason’s LIVE coaching and take control of your results:
🔗 AutoEdgeSalesPro.com
Final Thought
The market didn’t suddenly turn against you.
It just stopped protecting bad habits.
Fix the process—and the results follow.
Charles Bivona Jr. aka “Coach JP Money” is a seasoned expert in financial coaching, business strategy, and wealth-building. With a background in accounting and finance from UNLV and Cal State Fullerton, Charles began his journey to financial independence at age 17 with his first real estate investment, purchased with no money down. By 1998, he was completely debt-free and has spent the decades since building wealth and mentoring others to do the same. As an entrepreneur, Charles led multiple national media publications and later founded successful digital ventures such as HireVeterans.com and VT Foreign Policy, demonstrating a sharp instinct for business development in both traditional and online arenas. Today, as Coach JP Money, he is dedicated to helping individuals and small businesses win online and gain financial clarity through real-world strategies and hands-on coaching.
