Why Old-School Sales Tactics Are Killing Your Gen Z Deals

Gen Z car buyers are changing the rules, and most dealerships are not ready. In this episode, Danielle Mills Walden and Phillip Greer break down how Gen Z shops, why they reject old-school sales tactics and what dealers must do to earn their trust quickly.

If you want to understand the psychology of Gen Z buyers and how to adapt your sales process before you lose them, this conversation is your playbook. Danielle and Phillip unpack the real behaviors they are seeing on the showroom floor, including phone-first communication, one-click buying expectations, low tolerance for friction and the rise of salespeople who mirror a customer’s energy to close deals more naturally.

We also explore how millennials and boomers fit into this shift and why a blended generational strategy is now essential for dealership culture, staffing and the overall customer experience. From pairing the right salesperson with the right buyer to rethinking the traditional “next up” system and building a customer journey that moves as quickly as TikTok, this episode highlights what top-performing stores are already doing.

Do not risk losing future customers to outdated processes. Learn how to adapt now and win the next generation of buyers.