7 Skills of Highly Effective General Managers

By Jonathan Dawson | June 28, 2018 | 0 Comments

“I’ve been a GM for a few years now but feel like I’m struggling. Why can’t I get my people to do the things I need them to do?” “I’m a dealer and need to hire a good GM. What should I look for in candidates?” “I want to be a GM someday. What do…

Experience Sellchology at NADA 2018

By Jonathan Dawson | March 13, 2018 | 0 Comments

I’m very excited to share Sellchology strategies at the 2018 NADA Convention in Las Vegas! I’ll be speaking six times on three different topics and would be honored for you to attend one of my sessions. My presentations will offer fresh and practical ideas for dealers and managers to improve their marketing, management and hiring…

How to Create Balance in Your Life and Set Goals in 2018

By Jonathan Dawson | January 2, 2018 | 0 Comments

Do you ever feel that your life is out of balance? Maybe your career is flourishing, but because you spend so much at time at work, your personal relationships suffer. Or maybe you haven’t been paying attention to your health and it’s starting to have an effect on other areas of your life. Perhaps, you…

Adapt or Die – Surviving the Technology Storm to Come!

By Jonathan Dawson | September 21, 2017 | 1 Comment

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 | 3 Comments

“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 | 3 Comments

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…