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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...
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...
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...
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...
sales

Modern Sales Methods that Will Keep Your Dealership Profitable

Just like most fields, sales is an endlessly evolving industry that has seen many different methods throughout the years. Customers oftentimes seem unpredictable and...
Jeff Havensvideo

The Keys to Creating a Healthy and Vibrant Culture in Your Dealership From the...

On today’s show, we’re pleased to welcome back Jeff Havens, business development trainer and author of the best selling book, “Unleash Your Inner Tyrant!”...
reconditioningvideo

The Importance of Modernizing the Reconditioning Process at Your Dealership – Mike Boyd, Cox...

With used cars expected to play a big part in the 2020 auto market, a modern approach to vehicle reconditioning can shave off days...
dealership

Setting Up Your Dealership Teams for Success: Six Ways to Begin Building Strong Teams...

Your dealership is a sum of its parts, and these parts are every member of your team. The success of your dealership doesn’t just...
F&I

Dull F&I Meetings? Here are 4 Ways to Make Them a Can’t Miss Experience

Meetings. Love them or hate them, they are a necessary evil in any business. Dealerships are not immune, and most meetings seem to revolve...

Help Your F&I Office Perform Consistently with These Key Strategies

On this week's episode of F&I Today, Becky Chernek, President of Chernek Consulting, discusses the importance of performing well in the dealership on a...

How to Manage Stress in Your Career as a Car Salesperson

On this week's episode of Straight Talk, our host, David Lewis discusses some effective strategies you can use to manage stress when working in...

The Active Delivery Process

On this week's episode of the Weekly Tune-Up, Jim Fitzpatrick is once again joined by guest host Michael Roppo, President of Automotive Management Resources....

Don’t Be Like Everyone Else On The Demo Drive

The demo drive is where the customer falls in love with the vehicle. Don't be like everyone else. Let the customer decide where they...