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Tax Season Buyers Don’t Avoid Calls: They Avoid Wasted Time

How to Earn the Phone Conversation When Refund Money Is on the Line


Here’s a myth that hurts dealerships every tax season: 


“People don’t want phone calls anymore.”


Not true. People don’t want pointless phone calls. 


Tax-season shoppers are motivated, but cautious. They’ll take a call if it helps them make a decision faster and protect their buying power. 


Do Car Buyers Still Want Phone Calls? Yes, When They Add Value


Phone calls work when they create clarity, speed, and confidence. Calls fail when they feel generic, repetitive, or self-serving. 


These common asks put all the effort on the customer:


  • “Let me know when you want to talk.”

  • “Feel free to call me.”

  • “What’s a good time to chat?”


During tax season, another store will make the next step easier and that store usually wins. 


Purpose-Driven Phone Scripts for Tax Season Auto Leads


Tax-season calls convert when they’re framed around money clarity, not “checking in.”


Try language like:


  • “Refund buyers usually want to lock in payment options early. This is faster over the phone.”

  • “Trade values and down payment options are more accurate when we walk through them live.”

  • “I want to confirm availability before your refund window closes.”


Now the call sounds useful, not salesy.


The 3 Fastest Phone Triggers During Tax Season


  1. Trade-in + Refund Stacking

“How does my refund and trade work together?”


  1. Payment Targeting

“If I put my refund down, what does that do to my monthly payment?”


  1. Availability Pressure

Inventory moves faster during tax season, and buyers know it. 


The Shift That Wins Deals


You’re not asking for their time. You’re helping them protect their buying power. 


Applied Concepts helps dealers improve phone performance and follow-up strategy so online leads don’t die in the inbox, especially during high-intent seasons like tax time. 


Attending NADA? Stop by our booth to learn more about solutions that develop high performance processes and teams.




We’re exhibiting at NADA 2026! Visit us in the North Hall at booth #8310N to explore the latest innovations in automotive training. 


 
 
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