Why you should stop "selling" and become an order taker!

By Jonathan Dawson | March 11, 2014 | 12 Comments

In the next 4 minutes I am going to try to prove to you why salespeople should STOP trying to sell more cars and become order takers instead! Hint: The best salespeople in the country are order takers!     Okay salespeople, how does collecting over 250 referrals in one month sound?  One of my students…

How Higher Authority Influences Buyers

By Jonathan Dawson | February 14, 2014 | 2 Comments

It’s Valentine’s Day! And I love salespeople   Is it weird if I say, “You complete me”, “You had me at hello”, “I’m just a trainer standing in front of a salesperson, asking you to love me”.   Yeah okay that last one was a little weird, sorry…   In this email I want to share…

3 Harsh Truths That Salespeople Need To Hear!

By Jonathan Dawson | May 14, 2013 | 2 Comments

“Who cares, shut up, ask questions!” That’s what my wife of 12 years said after we walked away from the third salesperson who was trying to convince us we should buy from them. We were at The Home Improvement Expo at the Metrodome in Minneapolis and we left there with a stack of business cards,…

Examples in Brand Building: Lessons from Wayne the "Pickle Man".

By Jonathan Dawson | May 8, 2013 | 0 Comments

To know Wayne is to know he is not the “Pickle Man” type. You might think after you read what he did that he is a natural attention seeker, and comfortable in center stage. He isn’t. In fact he’s the opposite. He’s a quiet, reserved, and in his own words, “almost socially retarded” kind of…

What do bull riding, Chuck Lidell, and selling cars, have in common?

By Jonathan Dawson | May 1, 2013 | 1 Comment

I’ll get to that in a moment. First, a sad story with a happy ending. Recently (while I was standing on the lot talking to a few salespeople) I was giving an example of a technique to a salesperson (I shall leave unnamed – to protect anonymity). When a car pulls up and out walked…

What do pickles have to do with selling cars?!

By Jonathan Dawson | July 30, 2011 | 3 Comments

Examples in Brand Building: Lessons from Wayne the “Pickle Man”. To know Wayne is to know he is not the “Pickle Man” type. You might think after you read what he did that he is a natural attention seeker, and comfortable in center stage. He isn’t. In fact he’s the opposite. He’s a quiet, reserved,…

Warning! Do NOT read this if you like complacency!

By Jonathan Dawson | July 30, 2011 | 1 Comment

The best thing you can do for your competitors is NOT to read this letter!     Lessons from Kevin Hunter, the “The HomeWork Guy” I don’t want to get overly spiritual here but to be true to the story I have to say, “Give and you shall receive.” Kevin Hunter is a salesperson who…

5 ways to turn around dealership turn-over!

By Jonathan Dawson | July 6, 2011 | 1 Comment

This special report will instantly and dramatically change the way you recruit your next salesperson! 5 strategies and tactics that WILL turn around your turnover: No matter how your current top performer is doing there is someone out there who can raise the bar and challenge them No matter how long you have been trying…