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Straight Talk

lewis_1132x340 Hosted by David Lewis, one of the most respected automotive sales trainers in the country, Straight Talk focuses on helping dealership management improve the quality and effectiveness of their team’s automotive selling performance.

Talking Too Much During the Negotiation

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 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 at all.

Responding to Out of Line Objections

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 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 would like a free copy of...

Why You Shouldn’t Fear Rejection in Sales

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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 and how to overcome...

How to Be Productive When Traffic is Slow

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 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 of any of David's books, feel...

How to Help a Defensive Customer

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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 of any of David's books,...

Getting the Customer to Lower Their Defenses

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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 would like a free copy...

Utilizing Modern Technology in Auto Retail

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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 of any of David's books,...

Following the Rules of Your Trade

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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 to help others excel...

Why Change is Necessary If You Want to Improve

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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

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  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: the planned demo route. Video Transcription: Hello...

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...

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...

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...
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Ira Wolfe on Why Dealers Can’t Go Back to Business as Usual

"An Obituary for Normal", is how Ira Wolfe, founder and President of Success Performance Solutions, satirically introduces his thoughts about the state of 'normal'...
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Summer Sales Forecast for Auto Retail – Charlie Chesbrough, Cox Automotive

Cautious optimism is the sentiment many dealers are feeling as the auto retail industry settles into Q3. After strong showings for sales, considering the...
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Middle and Upper-Class Car Buyers Spending Actively

The second-quarter car sales reports tell a story that few care to recall. The pandemic response sent more than 45 million Americans into the...
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The Current State of Online Sales: Is This Process Here to Stay?

COVID-19 has caused many auto dealers to embrace a variety of new processes. From picking up cars for servicing to limiting the number of...
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CBT News Market Update: LotLinx CEO Len Short & Bloomberg Auto Analyst Kevin...

As macroeconomic conditions begin to stabilize and consumers slowly resume their pre-pandemic lives, a lot of auto retail markets saw an uptick in sales...