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Jonathan Dawson

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stereotypesvideo

Confirming and Destroying Stereotypes

Every customer has a stereotype about the car-buying experience. It's on you to confirm or destroy that stereotype. Saturday Morning Sales Meeting with Jonathan...
dividedvideo

A House Divided Will Not Stand

"A house divided will not stand." Make sure your heart and mind are in the same place when you come in today. Jonathan Dawson...
successfulvideo

The Secret to Being Successful in the Car Business

On this episode of Saturday Morning Sales Meeting, Jonathan recommends if you want to be successful in the car business, you have to leave...
objectionvideo

Overcoming Your Self-Objection

What's the biggest objection that you're going to get today? Price? Payments? Interest rate? Jonathan Dawson says that your biggest objection might actually be...
phrasesvideo

How Simple Phrases Can Build Trust

When you use phrases like “That’s not my job”, or “I don’t know”, Jonathan says that diminishes your authority with your customers.  Instead, he...
video

A Principle of Effective Negotiation

 Jonathan Dawson shares an important principle of effective negotiation with your customers in today's Tip of the Day on CBT News. VIDEO TRANSCRIPT:  One of the...
experiencevideo

Understanding the Customer’s Shopping Experience

 Do you understand the customer’s shopping experience? Jonathan suggests asking customers what they have been through in the past, so your process improves. VIDEO TRANSCRIPT:  Of...
Negotiationvideo

How to Get Your Customer to Open Up

The main focus during the in-store shopping experience should be on the customer, not the car. Jonathan Dawson shares how you can do that...
give-getvideo

The “Give-Get” Principle

   You're a giving salesperson. In fact, you give the customer a lot. Jonathan suggests using your giving spirit to start initiating a concept called...
Do Good Auto Coalitionvideo

How the Do Good Auto Coalition is Bringing Dealers Together to Aid Local Communities...

On today’s show, we’re so pleased to welcome Diana Lee and Matt Woodruff, Founders of the Do Good Auto Coalition, a 501(c)(3) non-profit designed...
COVID-19

What the 2008 Recession Can Tell Us About The Impact of COVID-19 on Auto...

Can we learn a bit about the future of the automotive industry from lessons of the past? The recession of 2008 could tell us...

Dealers and Digital “Reveals”

Last Thursday Ford revealed the 2021 F-150 in a prerecorded reveal. The forty-five-minute event was hosted by actor Denis Leary and was streamed through...
initial quality

J.D. Power’s 2020 Initial Quality Study Gives Insight into Customers’ Perceptions

The global leader in automotive insights, J.D. Power, has released the results of their 2020 Initial Quality Survey. The study has identified both Dodge...
CarvanaACCESS

CarvanaACCESS: Carvana Yet Again Aiming to Revolutionize Car Sales

It is no surprise that Carvana has been working to revolutionize auto sales since its foundation in 2013, from its vending machine car sales...

Why Dealers Should Concentrate on Experience, Not Price

On this week’s episode of Kain & Co., host David Kain is joined by his colleague Steve Purdy, the client success driver for Kain Automotive....

Creating a Frictionless Online Car Buying Experience

There is still a lot unknown about how the Coronavirus will continue to affect American lives, industries, and consumerism. However, dealers can assume that...

Making the Commitment to Provide a Top-Tier Customer Experience

On this week’s episode of Kain & Co., host and President of Kain Automotive, David Kain discusses the necessary changes to the customer experience brought...

May Kerrigan Report: How the Buy/Sell Market Fared in Q1

Today on CBTNews.com for Wednesday, June 10th, 2020: May Kerrigan Report: How the Buy/Sell Market Fared in Q1 Welcome to the Kerrigan Advisors Market Update with...