The 2025 NADA Show in New Orleans brought together automotive industry professionals nationwide. CBT News had the pleasure of sitting down with Doug Christiansen, Instructor and Sales Trainer at the Joe Verde Group. Known for his hands-on approach and deep understanding of dealership dynamics, Christiansen shared his insights on the importance of relationship-building in automotive sales. Despite the buzz around advanced technologies and AI, he emphasized that success still hinges on the timeless art of human connection.
Key Takeaways:
- Doug Christiansen stressed the importance of personal rapport between salespeople and customers, describing it as the “lost art of like.” He noted that establishing trust and relatability is foundational to successful vehicle sales, making the process smoother and more enjoyable for consumers.
- As the industry returns to traditional retail operations post-COVID, Christiansen highlights the need for dealerships to refocus on fundamental sales skills. He warns against reducing transactions to price negotiations and advocates for value-driven, customer-centric interactions.
- Christiansen encouraged dealers to recruit personable individuals who excel actively in face-to-face interactions. He underscored the importance of training these recruits with modern skills to navigate a competitive marketplace while delivering exceptional service before, during, and after the sale.
Catch all of CBT News’ coverage of the 2025 NADA Show here.
