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Jonathan Dawson

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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...
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...
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...
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...
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...
F&I

Interview Tips When Hiring F&I Managers – What to Look (and Listen For)

Interviewing for any position at a dealership is a bit of a balancing act when assessing whether or not the person will be a...
F&I

Personality or Sales Ability? Which is More Important for F&I Success?

Every GM has the important task of choosing the right F&I manager when screening applicants, whether they are an outside hire or an existing...
leasingvideo

Data Indicates Leasing is at an All Time High: What This Trend Means for...

According to the most recent industry data, vehicle leases accounted for 34% of all new car retail sales in March 2019, making it the...
customers

Teaching Customers About Maintenance in the Information Age

Owner’s clinics are nothing new in the car business. Dealerships have been trying to teach new buyers about their vehicles (and the dealership’s service...
cybersecurity

Do You Have a Cybersecurity Plan at Your Dealership?

Much the same way you build walls and barriers to protect your physical inventory, you should also be concerned about protecting your network and...

How to Increase the Effective Labor Rate of Your Shop

On this week's episode of the Weekly Tune-Up, Almog Veig of David Lewis & Associates talks about how to increase the effective labor rate of...

Responding to Out of Line Objections

On this week's episode of Straight Talk, David Lewis talks about how you can deal with out of line objections by asking the customer...

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...

The Four P’s of Every Business

this week's episode of On the Mark, Mark Tewart breaks down the four P's that every type of business should focus on: People, Process,...