← CarGurus
CarGurus role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
An online car marketplace where dealers pay for listings and ads to reach shoppers and sell more cars.
Who you'd be calling
General managers, used car managers, and internet or marketing managers at independent and franchise car dealerships.
Your opener
“Hi [Name], this is [You] from CarGurus. I know I caught you in the middle of your day. Do you have 30 seconds? I wanted to ask how you're getting shoppers to your used inventory right now.”
Problems you solve for them
- Dealers need a steady flow of serious shoppers to move inventory
- Cars sit on the lot too long and cost money every day
- Hard to know which advertising actually brings in buyers
Discovery questions to ask
- Where do most of your online leads come from today?
- How long does your used inventory usually sit before it sells?
- How do you decide which listing sites or ads are worth the money?
Objections they'll throw at you
“I'm busy right now.”
→ No problem, I know the lot is hectic. Can I call back at a quieter time, say tomorrow morning or after lunch?
“We're not interested.”
→ Fair enough. Can I ask what you're using now to get shoppers? I only want to see if there's a fit, not push you.
“We already use Autotrader and Cars.com.”
→ A lot of dealers use more than one. Do you track which one gives you the most real sales? That's what I'd like to help you compare.
“Just send me an email.”
→ Of course. What would be most useful to see: shopper traffic, lead quality, or pricing? And is this the best address for you?
Competitors worth knowing
Autotrader, Cars.com
Interview tips for this company
- Know that CarGurus makes money from dealer subscriptions, and that shoppers go there to compare prices. Dealers care about leads that turn into sales.
- Practice asking about inventory and days-to-sell. Dealers answer those quickly, and it shows you understand their business.
Written from public information about CarGurus to help you practice. Ask an insider what their role play looked like; it's the best prep there is.