Adapt or Die – Surviving the Technology Storm to Come!

By Jonathan Dawson | September 21, 2017 | 0 Comments

If you’re a dealer who didn’t get to go to the Digital Dealer Conference, I want to warn you. I also want to offer some insights and questions you must ask yourself to survive a storm that’s coming. After your first conference like Digital Dealer, you probably walk away feeling a little overwhelmed and also…

Selling After Surviving the Storm – How to Serve Your Community and Still Sell Cars

By Jonathan Dawson | September 13, 2017 | 0 Comments

Dealerships in disaster areas are asking this question: “How can my team follow-up with customers after a disaster without coming across as callous?” Here are my suggestions and advice. Business will continue and cars will be sold. However, if you are in an area that’s been affected by recent disasters, calling about a “new car”…

“Either you lied or I’m crazy!” – How to prevent bad hires

By Jonathan Dawson | August 28, 2017 | 1 Comment

If you’re a manager who is involved in the hiring process, how often do you feel like you talk to a Rock star during the interview, only to have his evil lazy twin show up for work? If a candidate impresses you in the interview, but turns into a disappointing employee, it’s possible you rushed…

Non-monetary Motivation – Rewarding Your Team Beyond Pay Plans

By Jonathan Dawson | May 31, 2017 | 1 Comment

“How can I motivate my salespeople?” It’s a common question I get from management teams when I do training sessions at their dealership. After spending countless hours coaching automotive leadership teams, I’ve observed these 2 sad facts about our industry: Managers do NOT understand that people are motivated by different things Managers overestimate the value…

Experience Sellchology at NADA 2017

By Jonathan Dawson | January 22, 2017 | 0 Comments

I’m very excited to share Sellchology strategies at the 2017 NADA Convention in New Orleans! I’ll be speaking 5 times and would be honored for you to attend one of my sessions. My presentations will be rich with unique, practical and low cost ideas for dealers and managers to improve their marketing and hiring practices. Topic…

7 Guidelines for Selecting Sales Training Programs

By Jonathan Dawson | March 21, 2016 | 1 Comment

Are you a dealer or manager who is considering providing outside sales training for your team? Here are 7 helpful ideas on how to choose the right trainer and the right program for your dealership. 1. Know your desired outcome. What is the end goal you hope to accomplish? Is it motivation, development of certain skills,…

10 Post Ideas for Car Salespeople to Increase Social Media Engagement

By Jonathan Dawson | February 17, 2016 | 10 Comments

I follow thousands of salespeople on social media. I’ve noticed that the types of posts they share fall into a very predictable pattern: Buy a car from me Here is a great car for sale I just sold a car and here is a pic/video of my customer Something personal They repeat the cycle over…

“I Want More for My Trade!” What to Say Next …

By Jonathan Dawson | January 27, 2016 | 6 Comments

How often do you give a customer a fair market value for their trade-in, only for them to come back with a counter offer that’s much higher? What do you do when they just want more? I’ll share the typical responses that I believe are not effective. And then I’ll teach you a close that will help you…

Online Guides vs. Appraised Value – The art of fighting without fighting

By Jonathan Dawson | November 30, 2015 | 3 Comments

“Kelley Blue Book is the Bible and you’re a liar!” What is your strategy when a customer is quoting a popular automotive online guide and not “buying” your trade value? In this article I will summarize some of the responses I’ve seen salespeople try that I believe are not effective. I will then describe one…

Don’t Sit Down! 6 Reasons to Change How You Do Your Investigation

By Jonathan Dawson | November 12, 2015 | 2 Comments

When you meet a new customer on the lot, where do you start your investigation process? I believe there is one best place to do it. But before I share what it is and why it’s the best, look at these typical places and pick the one where you usually start your investigation process: Out…