All Episodes

#210 Pass the Buck Chuck

#209 Reputation

#208 Flood The Floor

#207 Free Stuff

#206 Your Friends in Service

#205 Forbidden Words

#204 The Meet and Greet Revisited

#203 Its The Little Things

#202 Sell Yourself

#201 Commission Control

#200 The Cost of Ownership

#199 My Favorite Five

#198 The Lot Party

#197 Justify The Trade Value

#196 Happy Holidays

#195 Road To The Sale Revisited

#194 Pro vs Amateurs

#193 My Big Three

#192 Smile

#191 Your Closing Ratio

#190 Pep In Your Step

#189 SKATING

#188 Road To The Sale Detours

#187 What can go wrong

#186 Google It

#185 Bull$hit CRM Task

#184 The Half Tank Close

#183 Get It Right the First Time

#182 Sh!t Apples

#181 The Old Switcheroo

#180 Old Skool New Attitiude

#179 2022 is Here

#178 The Be Back

#177 I only have a little time

#176 Get Some Structure In Your Day

#175 The Power of the Co-Signer

#174 PREP For Your Vacation

#173 Tax Title and License Turn

#172 Teamwork

#171 Quit Wasting Time

#170 Justify the Price

#169 1st Pencil Fear

#168 Don't Forget Where You Came From

#167 You Gotta Get Better

#166 Ride the horse

#165 Structure

#164 I Want a Pay Raise

#163 Addendum 101

#162 I Want More for my Trade

#161 End Your day the right way

#160 Pick A Skill

#159 Low Gross Bill

#158 When the BeBack comes Back

#157 Expand Your Inventory

#156 Be A Pro

#155 Just 5 More Minutes

#154 ReSet Their Clock

# 153 LEARNED BEHAVIOR

#152 Season 2 Hero to Zero

#151 The 3rd Base Coach

#150 Don't let them tell you NO

#149 Buyers Remorse

#148 Activities Produce Results

#147 Your customers are flexible

#146 Life In The Car Business

#145 Is a Staffed Sales Event for you

#144 Are You Mentally Prepared

#143 Goals and Obligations

#142 Ask the Right Questions

#141 Make Their 1st Stop Their last.

#140 Are You A Product Specialist

#139 What Comes 1st The pencil or the App

#138 No Selling From Your Website

#137 Show Me The Invoice

#136 Ladies on The Sales Floor

#135 Mid Month Weekend

#134 Hey Its My Day Off

#133 The Art of the Credit App

#132 Get Their Name and Use it

#131 When is an Offer an Offer?

#130 Cash Is King

#129 What is A Proper Demo?

#128 So now your a manager

#127 Tell Them Stories

#126 Total Mental Ownership

#125 Grass is Greener

#124 What is an Internet Lead

#123 The information Visit

#122 The 3 Year Trade Cycle

#121 Get The BeBack Back

#120 Get their head on a hinge

#119 Internet Leads The new Gold mine

#118 Why do you sell cars?

#117 Jorge Rodriguez

#116 Sell the Addendum

#115 One Foot in Front of the Other

#114 Don't Give Up The Farm

#113 What Is A GOOD Salesperson?

#112 4 Rules to Handling Objections

#111 Ask them to Buy

#110 Short Cuts - A slow death

#109 Video - Is it worth it

#108 Don't Be Afraid of the Numbers

#107 The 3 Month Salesperson

#106 Trying Times

#105 Not My Fault

#104 I always Get The Bad Ones

#103 Smartphoneitis

#102 Corona Friday

#101 4 More Cars

#100 Bird Dog Hunting

#99 People Lie Numbers Don't

#98 It's Missed in the Beginning

#97 Stop Lollygagging

#96 Then and Now

#95 The Art of Skating

#94 Business Card Marketing

#93 Sell Em What They Want

#92 The Process or the People

#91 The One Thing Follow-Up Call

#90 Building Added Value

#89 How Many Cars Should I Be $elling

#88 Don't answer for them

#87 Chemical Reaction

#86 "E" is For Effort

#85 Let The Bank Make the Call

#84 Leasing made simple

#83 Identify The Decision Maker

#82 Twas The Week Before Christmas

#81 Time Off (Rant)

#80 Can You Extend The Term

#79 Setting your GOALS

#78 Can YOU Beat my rate?

#77 Getting them from the Lot to your desk

#76 Your Book of Business

#75 Use ALL The Holidays to your advantage

#74 The Tough Customer

#73 Be Thankful!

#72 Burnout

#71 How to Be A Pro!

#70 Selling Secrets

#69 The Assumptive Close

#68 Draw down or Train UP!

#67 The Process

#66 The 4 Letter Word - TRAINING

#65 Either - Or, That is the question!

#64 Just Looking......Again

#63 The If You were Me Close

#62 Selling Cars in The Service Drive

#61 The 10% Rule

#60 Sell 20 EVERY month

#59 Closing with Other Than

#58 The Lost Art of Follow Up

#57 The Maintenance Close

#56 Another Dealer Trade?????

#55 They're Bluffing Close

#54 Part 2 Presenting The Pencil

#53 The Imaginary $10K Car

#52 Part 1 Setting Up the Negotiation

#51 The Missing 3rd baseman

#50 Tom Lochiatto Interview

#49 Break the Budget Bank

#48 Lose Money on a Car Deal? What?

#47 The Power of Po$itivity

#46 Stay in your Lane!

#45 Shut Up and Listen

#44 The Delivery

#43 Can You Lower the Price?

#42 I Got Fired

#41 I need to talk to my spouse

#40 The Finance TO

#39 Who's Selling Who?

#38 Touching Desk - Getting a TO

#37 The Trade in Close

#36 The Desking Process

#35 Price to Payment

#34 The-Daily-Game-Plan

#33 My Payments Are Too High

#32 Keep The Hopper Full

#31 We're Just Looking

#30 What you Don't Know You Don't Know

#29 The Lost key Close

#28 Current Market Value

#27 The Ben Franklin Close

#26 Asses and Elbows

#25 The Sold Line Close

#24 In The Trenches

#23 Now means NOW

#22 The Stats on you card

#21 Top Dollar

#20 The Green Pea Slump

#19 Get Back Up

#18 It's All in your head

#17 99%

#16 Your-CRM-is-an-ATM

#15 Attitude & Enthusiasm

#14 Guaranteed-Referrals

#13 Ask-for-it-All

#12 The-Death-of-a-Salesman

#11 The-Hell-with-CSI

#10 The presentation and Demonstration

#9 Don't Pitch em the Keys

#8 Rapport Building and Investigating

#7 Use your hands

#6 The VERY important Meet and Greet

#5 Stats to get you started the right way

#4 The Business inside the Business

#3 Your 1st day of your new career

#2 Why listen to me.

#1 So you want to sell cars?