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Jonathan Dawson

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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...
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...
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...
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...
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...
EVs

The Evolution of EVs – Where Are We Now?

The 2019 New York International Auto Show is a showcase for Electric Vehicles (EVs). Auto Shows are generally a platform for manufacturers to demonstrate...
paid searchvideo

How to Reduce Your Dealership’s Paid Search Advertising Waste – James Grace, CEO of...

When managed correctly and monitored well, paid search advertising is an effective marketing strategy for your dealership. But if your ad spend quality is...
open rate

How To Get A Better Open Rate By Using Email Campaigns

Chances are that your dealership utilizes email campaigns. Why wouldn’t you? It’s a viable option for many businesses. Some might even measure the success...
MotorTrendvideo

Chevy Dealer Tim Roberts Discusses MotorTrend’s CPO Program

You know those cars you have on your lot that aren't the same brand of vehicles that you sell at your franchise, and you...
F&Ivideo

Increase Your F&I Department’s PVR with These 3 Strategies – Adam Marburger, Ascent Dealer...

On today’s show, we welcome back Adam Marburger, F&I expert, and President of Ascent Dealer Services. Adam always has great insight into what makes...

Creating a Comfortable Environment for Your Customer

On today's episode of Kain & Co., David Kain discusses selling the appointment and creating an environment that your customer will be comfortable in.

Inspecting Your Paid Search Campaigns

On this week's episode of Auto Marketing Now, Brian Pasch talks about how you can inspect your paid search campaigns to make sure you're...

Thinking Outside the F&I Box

Depending on the culture of your dealership, it ma make sense for a salesperson to undertake part of the F&I process. On today's episode...

It’s Time for a New Conversation

If you have an underperformer on your team, chances are you've had the same conversation with them multiple times. It's time for a new...