The 24 signals in a dealership sales conversation.

The customer brings up the vehicle they drive now, or asks what it is worth, which puts a real transaction on the table.

The customer asks about monthly payment, money down, rate or approval, which means they are working out whether the deal can actually happen.

The customer asks whether a vehicle is in stock, still there or available today, which is a check before they spend time driving to you.

The customer names one particular unit by stock number, trim, color or listing instead of asking about a segment or a price range.

The customer says when they need or want to be in something different, which tells you how to work the lead and how hard to push for this week.

The customer says they are looking at another store, another listing or a second quote, which puts your appointment in a race for the same weekend.

The rep offers a specific day and time to come in rather than inviting the customer to stop by whenever it suits them.

The customer agrees to a specific day and time, and the store writes it down with the vehicle, the stock number and the person who will meet them.

Someone reaches back out before the appointment to confirm the day, time and vehicle, and asks the customer for a reply.

An appointment sits on the board, but nobody has heard back from the customer to confirm that they are still coming.

The conversation shows real buying interest and ends without anyone offering a day and time to come in.

The customer asks to move an appointment to a different day or time rather than canceling it outright.

The customer asks to be contacted again at a particular time, or after they check on something, and expects the store to make the next move.

The rep tells the customer they will do something and come back to them, such as check a payoff, find a color or send numbers.

A conversation with real interest ends with no next contact: no date, no task and nothing the customer was told to expect.

A customer's message sits in the thread with no reply from anyone at the store.

A price, payment or out the door figure goes out and the conversation stops there, with no time set and no reason to reply.

A customer calls the store and nobody takes it, whether it rings out, lands in voicemail or is abandoned on hold.

The customer pauses, hedges or softens when a day and time is offered, which is an objection that has not been said out loud yet.

The customer expresses annoyance, doubt or impatience and the conversation moves on without anyone acknowledging it.

The conversation reaches product, price or availability without anyone getting the customer's name and a way to reach them.

A price, payment or discount is quoted and the conversation ends without a day and time to come see the vehicle.

The customer raises a concern about price, timing, the trade or the vehicle, and the conversation moves past it without a real answer.

The caller waits on hold or is handed between people, often repeating what they already explained to someone else.