Talking Too Much During the Negotiation
On this week's episode of Straight Talk, David Lewis explains how knowing when to ask questions and when to be quiet during the negotiation process can make a big difference in whether you sell the car today, or not…
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 if you can make a sarcastic remark in order to clear the air. If you…
Why You Shouldn’t Fear Rejection in Sales
Customers are often met with a sense of fear when dealing with salespeople. However, working in automotive retail comes with it's own set of fears. On this week's episode of Straight Talk, David Lewis talks about the fear of rejection…
How to Be Productive When Traffic is Slow
On this week's episode of Straight Talk, David Lewis talks about some newer tools that you need to learn how to use in order to generate new business when times are slow. If you would like a free copy…
How to Help a Defensive Customer
On this week's episode of Straight Talk, David Lewis talks about how to help the defensive customer you serve and reduce their fear so you can earn their confidence and ultimately their business. If you would like a free copy…
Getting the Customer to Lower Their Defenses
On this week's episode of Straight Talk, David Lewis talks about how to deal with obstacles put in place by the customer and getting them to lower their defenses so that you can help them buy a car. If you…
Utilizing Modern Technology in Auto Retail
On this week's episode of Straight Talk, David Lewis talks about why you should take advantage of modern technology and utilize services such as YouTube to expand your reach and sell more cars. If you would like a free copy…
Following the Rules of Your Trade
On this week's episode of Straight Talk, David Lewis talks about following the rules of your trade in order to rise to the top in your field so that you can eventually be someone who makes new rules and guidelines…
Why Change is Necessary If You Want to Improve
On this week's episode of Straight Talk, David Lewis of David Lewis and Associates talks about the necessity of change and how hard it is for people working in retail automotive sales to do so.
Pros and Cons of the Planned Demo Route
On today's episode of Straight Talk, David Lewis of David Lewis and Associates discusses the pros and cons of a practice that started in the 1970's that weakens the sales presentation and could lessen the chance of a potential sale:…
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 dealership. The number one health issue in today's fast-paced world is stress, and it can…
Having the Willingness to Win
The retail auto industry can often times feel like a race. Sometimes we're racing against coworkers or the competition, while other times we're racing our own doubts and fears. On this week's episode of Straight Talk, David Lewis of David…
Dealing with Competition as a Car Salesperson
As a car salesperson, you face a lot of competition. On this week's episode of Straight Talk, David Lewis talks about dealing with that competition and making sure that you're the person the customer wants to do business with.
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…
Why automation is a crucial tool in today’s auto industry
In today’s fast-paced world, customers expect personalized communication that speaks to their specific needs and grabs their attention. This expectation increases the number of meaningful touches needed between a customer and a sales representative. With a smaller team, how can…
Wholesale prices begin to normalize on usual inventory levels
Dealers may start to notice the wholesale prices at auction slip back into more familiar territory. According to Manheim’s Used Vehicle Value Index mid-month report for September, wholesale used vehicle prices have decreased by 0.9% in the first two weeks…
Ford set to begin production of the all-electric F-150
The concept of an all-electric Ford F-150 has been anticipated for a while, and the automaker is taking the first steps to move from a concept to production. In a press release, Ford confirmed plans to begin construction of the…
How AutoNation is promoting diverse and inclusive hiring practices – Rock Anderson
Here at CBT News, we’ve had several discussions with prominent figures on diversity in the retail automotive industry. AutoNation, the largest retailer in the country, has had tremendous success in hiring and retaining African-Americans and other minorities. Today, we’re joined…
