Home Authors Posts by Jonathan Dawson

Jonathan Dawson

9 POSTS 0 COMMENTS
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...
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...
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...
Acertusvideo

Outsourcing Your Logistics Can Reduce Expense

On today’s show, we’re pleased to welcome Mark Harvey, Vice President of Sales for Acertus, a tech-forward, automotive logistics and services company. VIDEO TRANSCRIPT: Jim Fitzpatrick:...
ReconVelocityvideo

ReconVelocity Brings Accountability Back to Vehicle Reconditioning at Beaver Toyota

On today's show, Hugh Hathcock, owner of ReconVelocity, joins us in the studio once again. This time, he is accompanied by Patrick Abad, General...
lease

Ways to Pitch a Lease

Lots of dealers are able to sell a car at full MSRP when selling a lease. Many consumers don’t think about negotiating the purchase...
marketingvideo

How to Give Your Dealership an End of the Year Marketing Boost

On today's show, we're pleased to welcome back Eric Mercado, President of WeDrive Automotive, a progressive automotive marketing company headquartered right here in Atlanta,...
hiring

What’s the Upside? Comparing Hiring Experience or Non-Experienced Salespeople

When it comes to hiring new salespeople, it can be a daunting task to find just the right ones that will be a good...

Do You Have Your “E’s” Turned Up Today?

 Do you have your "E's" turned up today? Bring your enthusiasm, excitement, energy and experience into the dealership and watch what happens. Hear how...

Moving Smoothly From Greeting the Customer

The first impression your customer has on you can make or break the deal. On this week's episode of On the Mark, Mark Tewart...

Customer Relationship Management

On this week's Kain & Company, David talks about customer relationship management and CRM culture.

How to Evaluate The Value of Your Third-Party Classified Partner

Do auto dealers need third-party classified marketplaces? Brian Pasch discusses how you can evaluate the value of your third-party classified partner on today's episode...