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 Dawson.
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 wants you to be fully invested in today on Saturday Morning Sales Meeting.
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 the car business mentality behind.
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 your own attitude. Hear how to overcome your own attitude on today's Saturday Morning Sales Meeting.
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 suggest elevating your authority by using these phrases. VIDEO TRANSCRIPTION: One of the psychological influencers that's…
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 principles of effective negotiating is a principle called, Give Get. The premise is…
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 all the questions that salespeople ask customers, I find that there's one area…
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 with a few simple questions in today's Tip of The Day. VIDEO TRANSCRIPT: Of all the…
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 give-get. He explains how it will impact your process. VIDEO TRANSCRIPTION: One of the…

FCA and PSA revise merger due to COVID-19

Fiat Chrysler and PSA announced plans to amend the merger that will launch Stellantis in 2021.  FCA announced in a press release that the amendments were made to address the liquidity impact on the automotive industry due to COVID-19. The…
customer interviewvideo

Conducting customer interviews online to discuss F&I options

It’s time to face a new reality. Offsite deliveries aren’t going anywhere anytime soon. COVID-19 has forever changed the way car dealers do business, quite possibly forever if not for the foreseeable future. In growing numbers, more dealers performing offsite…
Bernie Morenovideo

Bernie Moreno returns to auto retail with new digital technology

While the COVID-19 pandemic has created many obstacles for auto dealers, some have found ways to create opportunities in the midst of adversity. After taking a step back from the auto industry, Bernie Moreno, president of Bernie Moreno Companies, and…
Nikola

SEC probing Nikola, shares fall again

Phoenix-based Nikola Corp. is the latest company to be in the SEC’s hot seat after short-seller Hindenburg Research accused it of being engaged in “intricate fraud” by over-exaggerating the capabilities of the electric trucks the company is building. The DOJ…
neutral

Major auto industry players aim to be carbon neutral

Emphasizing the commitment to developing green transportation and processes, several carmakers are announcing plans to move toward a carbon neutral position in manufacturing. While it isn’t a new strategy to reduce emissions and greenhouse gases for some of the largest…

Auto ventures capitalize on stock market strength to push through acquisitions...

Welcome to another edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an auto technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. In this episode, Greenfield takes a…

The role diversity plays in your dealership’s customer communications

Welcome back to Diversity in Automotive brought to you by TrueCar and CarNow. As you look across your customer base, there are several moving parts of communications that everyone has to get right. Externally, dealers have to represent the franchise…

Conducting customer interviews online to discuss F&I options

It’s time to face a new reality. Offsite deliveries aren’t going anywhere anytime soon. COVID-19 has forever changed the way car dealers do business, quite possibly forever if not for the foreseeable future. In growing numbers, more dealers performing offsite…

Auto investors make bold moves with this week’s tech company deals

Welcome to the first edition of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an automotive technology advisory firm that helps entrepreneurs raise money and maximize the value of their companies. This weekly CBT News series…