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stereotypes

Confirming and Destroying Stereotypes

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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 Dawson.
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Jonathan Dawson

Jonathan Dawson on Quickly Identifying Different Types of Buyers

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Amidst another surge of Coronavirus in the U.S, car sales seem to be rolling along with strong numbers in May, June, and now July. Jonathan Dawson, automotive sales consultant, coach, author, and Founder of Sellchology Sales Training, believes this is due to the psychology of the recession market. When the country enters into an economic […]
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COVID-19

CBT Automotive Newscast for March 17, 2020

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Today on CBTNews.com - Tuesday, March 17th, 2020: Taking Your Dealership’s Top Performers to the Next Level – Jonathan Dawson & Frank Crinite On today’s show,...
Jonathan Dawson

Taking Your Dealership’s Top Performers to the Next Level – Jonathan...

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On today’s show, we’re very pleased to welcome Jonathan Dawson, automotive sales trainer, author, and consultant. Jonathan has also appeared many times on the CBT Saturday Morning Sales Meetings to lend his insight and motivation. He is joined, via zoom, by Frank Crinite, the top sales representative for Piazza Honda in Springfield, Pennsylvania. Frank regularly […]
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divided

A House Divided Will Not Stand

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“A house divided will not stand.” Make sure your heart and mind are in the same place when you come in today. Jonathan Dawson wants you to be fully invested in today on Saturday Morning Sales Meeting.
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successful

The Secret to Being Successful in the Car Business

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On this episode of Saturday Morning Sales Meeting, Jonathan recommends if you want to be successful in the car business, you have to leave the car business mentality behind.
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objection

Overcoming Your Self-Objection

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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 your own attitude. Hear how to overcome your own attitude on today’s Saturday Morning Sales Meeting.
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phrases

How Simple Phrases Can Build Trust

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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 suggest elevating your authority by using these phrases. VIDEO TRANSCRIPTION: One of the psychological influencers that’s impacting your customers in the process is a influencer known as, “Higher authority.” It has […]
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A Principle of Effective Negotiation

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 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 principles of effective negotiating is a principle called, Give Get. The premise is simple. If you want me to give you something, now I got to get something […]
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experience

Understanding the Customer’s Shopping Experience

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 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 all the questions that salespeople ask customers, I find that there’s one area that often gets neglected and it has to do with the area of understanding the […]
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