AutoKnerd

Every consultant knows the feeling. Your customer walks in ready to buy… and then comes the third wheel. A friend, a spouse, or a coworker suddenly takes the wheel of the conversation.   Do you fight them? Ignore them? Or do you turn them into your secret closer?   In this episode of the AutoKnerd Podcast, we dive into: Why 61% of buyers say friends and family are the biggest influence in their purchase. The psychology of third-party influence: normative vs. informational influence, social impact theory, and more. Scripts and strategies to acknowledge, include, and redirect influencers without losing control. How managers can use the new Elite Manager’s Packet to train teams with plug-and-play Saturday Meeting drills and assessment sheets. 📄 This Week’s Free Tool: The Third Wheel Cue Card – ready to use on the sales floor. [Click Here] Listen now and start turning distractions into trust, influence, and deals that close faster.   👉 Download the tool and subscribe at EP57 - Third Wheel Tool   #AutoKnerd #CarSales #CustomerExperience #SalesTraining

Too many salespeople kill deals during the walkaround by turning it into a boring spec sheet recital. The result? Customers tune out, trust drops, and the deal falls apart.   In this episode of the AutoKnerd Car Sales Podcast, Andrew shows you how to flip the script, deliver a customer-first walkaround, and prove you were listening — all while boosting commissions.   🚗 What You’ll Learn in EP56: • The Spec Sheet Trap (and why it destroys trust instantly) • The 3-Feature Rule for walkarounds that win customers • How to use the Feature-to-Benefit Cue Card (FREE tool below) • Scripts, roleplays, and dealership-ready drills • The commission connection: why “proof you listened” = more sales   📄 FREE TOOL: Feature-to-Benefit Cue Card 👉 Download here: CLICK HERE  🎙 LISTEN NOW: 📍 Spotify: https://open.spotify.com/show/3wlcFqVhfPsE5qo53xuy9k 📍 Apple: https://podcasts.apple.com/us/podcast/autoknerd/id1733675016 📍 Podbean: https://btedesign.podbean.com 📍 AutoKnerd HQ: www.AutoKnerd.com

AutoKnerd Podcast — Selling Cars Starts With Trust What if the secret to selling more cars isn’t about the test drive at all? On the AutoKnerd Podcast, we break down the sales process to its core: building genuine trust with buyers before the keys ever change hands. Hosted by and veteran trainer Andrew Sardone, this weekly show is built for automotive sales professionals, consultants, and dealership teams who are ready to move past outdated scripts and start real conversations. Each episode delivers practical tools, word-for-word examples, and strategies you can use right away on the lot.   You’ll learn how to:   Avoid the “test drive trap” and other sales mistakes that cost you deals Turn “I’m just looking” into meaningful dialogue Use empathy-driven discovery questions to uncover real buyer goals Build stronger customer experiences that drive repeat business     🎧 Listen on Spotify, Apple Podcasts, YouTube, or AutoKnerd.com, and start selling with confidence, clarity, and connection.    👉 Every episode comes with free tools and resources you can download — because better conversations start before the engine does. https://autoknerd.com/p/the-test-drive-trap-part-1

How do you close a deal without blowing up all the trust you just built? That’s the question we tackle in AutoKnerd Podcast EP54: Closing Time – How to Finish Without Breaking Trust.   In this episode, Andrew Sardone breaks down: ✅ Why most consultants lose deals in the last 5 minutes ✅ 5 trust-first closing phrases that confirm instead of corner ✅ The body language and tone shifts that ruin the close ✅ How to spot “trust signals” before you ask for the commitment   If you’ve ever felt that sinking moment when a customer pulls back right at the finish line, this episode will give you the tools to close confidently without losing your humanity.   📥 FREE TOOL DROP: Download the Trust-First Closing Cue Card here → https://autoknerd.com/p/%20trust-first-closing-time  📺 YOUTUBE: https://youtu.be/tOh-Xjqd5l8  

Every sales consultant knows how important those little affirmations are — the nods, the “sure,” the “yeah, I see that.” But too many get stuck there. They rack up micro-yeses without ever bridging to the big commitment that closes the deal. In this episode, we break down how to move from casual agreement to confident commitment without losing the customer’s trust. You’ll learn: How to recognize when a customer is signaling readiness. Why pushing too fast kills deals (and how to avoid it). Simple phrasing shifts that turn “I like it” into “I’ll take it.” This isn’t about pressure — it’s about confidence. About giving the customer what they already want, with the clarity and trust that gets them off the lot happy.   🎙️ Tune in now and get the practical tools you can use today to close stronger, faster, and with more trust.   🛠️ Free Tool Drop: Download the Mega-Commitment Tracker — a one-page sheet that helps you identify where customers are giving you micro-yeses, and how to confidently bridge them to a final commitment.   👉 Get it here: Mega-Commitment Tool

Car sales success is built on micro-yeses — small agreements that build trust, reduce resistance, and make closing feel natural. In this automotive sales training episode, Andrew Sardone shows how to engineer micro-yes momentum across the dealership sales process: greeting, test drive, feature demos, and numbers. You’ll get scripts, CX psychology (halo effect), and a free Micro-Yes Tracker to map small wins in every deal. Takeaways: micro-yes vs. trial close, test-drive conversion, halo effect, authentic framing, pitfalls to avoid, manager coaching cues. 🎁 Free tool: Download the Micro-Yes Tracker at AutoKnerd.com.   Keywords/Tags: car sales, automotive sales training, dealership sales process, closing techniques, trial close, customer experience, CX, test drive, building trust, sales scripts,  micro yeses

“This conversation could change how you sell — and why you sell.”   When two worlds collide — one built on kindness and car sales, the other on empathy and enterprise systems — something powerful happens.   That’s exactly what went down when Andrew sat down with Stephen Sakach, founder of Zero Company and creator of the BLISS philosophy: Build Love Into Scalable Systems.   In this episode, we explore: Why emotional intelligence isn’t a soft skill — it’s your secret weapon How empathy can be embedded into systems (yes, even at scale) What the future of leadership, sales, and AI looks like when love is in the loop Stephen doesn’t just talk about changing business from the inside out — he’s doing it. From AI-powered marketing to purpose-driven leadership, his work is reshaping how companies connect with people, including those of us navigating the fast-paced world of dealerships and retail sales.   🎧 New to this story? Start with Part 1 Stephen and his team at The Bliss Podcast invited Andrew onto their show first — and that conversation sparked everything. If you haven’t seen that episode yet, go watch it now: 👉 Click here to watch Part 1 on The Bliss Podcast →

🚗 Why do some consultants close effortlessly while others keep grinding with no results? In this special 50th episode of AutoKnerd, we crack the code behind The Trust Equation—a proven formula that turns cautious shoppers into confident buyers. 🤝 You’ll learn how Credibility, Reliability, and Intimacy work together to build unshakable trust—and how self-orientation quietly kills deals before they even start. 💡 Packed with real stats, practical scripts, and CX psychology, this episode will show you how: Active listening boosts your win rate Empathy drives more referrals than slick talk ever could Trust creates loyalty that no rebate can touch 📬 Want more tools like this? Sign up for The AutoKnerd Dispatch—our weekly email packed with free sales tools, CX breakdowns, and retro-futuristic wisdom to keep your close rate climbing. 👉 Join the Knerds: AutoKnerd.com 🧠 Listen now and start rewriting the rules of customer connection.

Decode customer “lies” into trust‑building opportunities — plus grab your free Empathetic Decoder in the show notes. In this episode of the AutoKnerd Podcast, Andrew Sardone explores why customers sometimes say things they don’t really mean — and how those “lies” are actually signals about trust, fear, or control. From “I’m just looking” to “Not buying today,” you’ll learn how to decode the real meaning behind common phrases and respond with empathy that builds confidence instead of pressure. Discover practical ways to turn hesitation into trust and objections into opportunities — so you can create stronger connections, better experiences, and ultimately, more sales. 👉 Want a cheat sheet to put these strategies into practice? Download your free copy of The Empathetic Decoder here! - https://autoknerd.com/p/the-empathetic-decoder

Vehicles are evolving faster than our delivery process—and it’s starting to show. In this episode, we unpack the irony of ultra-advanced cars being handed off with the same tired, rushed walkarounds. From ADAS systems and over-the-air updates to confused customers and botched first impressions, we explore what’s broken—and how sales consultants can bridge the tech gap with calm, clarity, and a little bit of care. If your customers leave delivery feeling more overwhelmed than excited, this episode is your roadmap out of the chaos. 🎧 Tune in, nerd out, and let’s make smarter delivery part of a smarter sales culture.

In this episode of AutoKnerd, we flip the script on what it means to be a strong closer in automotive sales. Forget the fast-talking, pressure-heavy tactics. Instead, we explore the power of quiet confidence—where calm presence, deep listening, and strategic silence close more deals than any flashy pitch ever could.   Grounded in behavioral science, neuroscience, and real showroom stories, this episode breaks down why confident sales consultants don’t chase… they anchor. You’ll learn how posture, tone, and empathy can build trust faster than any word track. Plus, hear how a zipper-smiled robot named Sprocket models the kind of calm that sells cars (and earns referrals).   Whether you’re new to the lot or twenty years in, this one will sharpen your mindset and your skillset. Quiet isn’t weak. It’s lethal—when used with care.

Subscribe to the Saturday Morning Autoknerd Dispatch!! Get Saturdays started off in the right headspace! www.AutoKnerd.com --------- Every car deal lives or dies on trust—and nothing kills trust faster than unchecked ego.   In this episode, Andrew breaks down how ego creeps into the sales process, hijacks your mindset, and quietly drives customers away. You’ll hear real-life stories, psychological insights, and tactical steps to recognize and dismantle ego in the moment. Whether you’re a seasoned pro or new to the floor, this is a masterclass in staying grounded, humble, and effective.   ✔️ What ego really looks like in a dealership ✔️ How to shift from defensive to empathetic ✔️ The difference between confidence and control ✔️ Why humility is your strongest close   If you’ve ever lost a deal and blamed the customer… this one’s for you.

Interior lighting isn’t just about looking good. It’s about feeling right. In this episode of AutoKnerd, we explore how dome lights, ambient strips, and glowing dashboards influence buyer behavior, emotional connection, and brand identity. We dig into the neuroscience of lighting, why your brain relaxes when the cabin glows just right, and how that moment of comfort can turn a maybe into a yes. You’ll learn: • How car brands use lighting to build emotional signatures • The brain science behind ambient lighting and customer stress • Real sales scripts that connect lighting to lifestyle • Mercedes vs. Tesla vs. BMW – who’s winning the glow war • Tactical demo techniques that make lighting part of your close • Why lighting improves reviews, retention, and resale We also call back to one of the most powerful moments from EP29 to remind you that the customer journey starts before the drive. It starts with how the car makes them feel. Flip the switch, hit play, and let’s talk about the one feature most consultants forget to turn on. Subscribe, share, and leave a glowing review.

🚀 Ready to turbocharge your sales game? Introducing AutoKnerd Dispatch—your ultimate weekly dose of insider strategies, real talk, and soul-driven encouragement for car enthusiasts who sell with passion. Not just a newsletter—it's your VIP pass to exclusive podcasts, YouTube drops, and the legendary Saturday Morning Booster to keep your mindset sharp and unstoppable. Subscribe now and shift your hustle into high gear! 🔥 https://autoknerd.com/ ----more---- In this soul-stirring episode of AutoKnerd, we zoom out from the grind of the sales floor to explore the deeper truth behind the job title. You’re not just a salesperson—you’re a guide, a mirror, a storyteller. And somewhere between commission goals and customer objections, we’ve forgotten what makes us truly powerful: our humanity.   Host Andrew Sardone dives into the emotional core of automotive sales, unpacking what it means to build trust, embody presence, and show up for customers as a real, grounded human being. With stories, reflections, and a clear invitation to reset, this episode will remind you why you started—and who you really are beneath the blazer.

WE NOW HAVE A WEEKLY NEWS LETTER!!!  Subscribe for the Saturday Morning OttoShift Tool Drop Click Here Before your customer buys the car… they buy you.   In this episode, we break down why trust is the real engine of the sales process—and how your confidence becomes the customer’s confidence. We explore the neuroscience of trust, the psychology of decision-making, and the very human truth that people don’t just buy vehicles—they buy the person guiding them through the process.   You’ll hear:   Why trust builds faster than you think (or breaks even faster) How to use confidence, clarity, and empathy as selling tools What the brain needs to say “yes” Real stories of trust-building wins and facepalm-worthy fails     Whether you’re new to the floor or a seasoned closer, this one will sharpen your edge and reconnect you to what really sells: you.   🎙️ Stream it now. 🎧 AutoKnerd is where car sales get smarter, funnier, and more human.

Ever wonder how many deals you’ve lost—not to your competition, but to your own silence? In this heartfelt and slightly cosmic episode, Andrew takes you on a journey through the CRM graveyard—where forgotten leads float in digital limbo, waiting for a call that never comes. With empathy, dry humor, and brutal honesty, we unpack why most dealerships don’t lose sales to other stores—they lose them to slow follow-up, poor timing, and CRM neglect. You’ll learn: Why responding within 5 minutes makes you 21× more likely to start a sales conversation [1] How to use the “Text → Call → Email” approach for real engagement The mindset shift from chasing leads to stewarding trust Redemption scripts to win back customers you thought were gone And how to stop ghosting the very people who asked for your help Because it’s not just about leads—it’s about legacy.  Music Credits: “Viral Energy (Pop Fashion Sports Dubstep) – Promo Reels” by FASSounds, via Pixabay Music “Best Time – Advertising Vlog Hip-Hop” by FASSounds, via Pixabay Music Sources: HubSpot Sales Blog – Speed to Lead Research Automotive Ventures – Lead Response Time Study InsideSales Lead Response Study – 391% conversion bump LeadResponseManagement.org – First responder wins 78% HubSpot Sales Report – 80% of sales need 5–12 follow-ups Contact: Andrew@AutoKnerd.com  

Why do people really buy cars? In this interstellar episode of AutoKnerd, we take a galactic detour through Maslow’s hierarchy of needs—exploring how each customer is actually chasing security, status, connection, or even self-actualization when they step into your showroom. Inspired by The Hitchhiker’s Guide to the Galaxy, this episode layers cosmic humor over serious insights, giving sales consultants, managers, and CX nerds a fresh way to decode buyer behavior and deliver unforgettable experiences. 🪐 Topics Covered: – Maslow’s pyramid for car buyers – How to read customer motivation like a star chart – Real-world scripts tailored to each need tier – “AutoKnerd Guide to the Dealership Galaxy” entries you didn’t know you needed   Don’t panic. Just press play. Contact: Andrew@AutoKnerd.com

Welcome to AutoKnerd, where car sales gets smarter, funnier, and a whole lot more human. In this episode, we’re diving into the real secret sauce of selling cars: customer validation. Spoiler alert: it’s not about stamping a parking ticket or dropping prices like confetti. Host Andrew Sardone unpacks what it actually means to earn trust, ask the right questions, and build connections so strong they convert anxious browsers into confident buyers. You’ll hear: • A firsthand story of how listening beat discounting • Why trust-building can literally double your close rate • Three validation scripts that actually work • What 76% of customers don’t trust about dealerships — and how to flip it • And why empathy is still undefeated in the sales game Whether you’re new to the floor or managing the whole store, this episode delivers the mindset, language, and tactics that make you unforgettable to your customers — and unstoppable in your numbers. Validation isn’t a magic trick — it’s a skill. And today, you’re leveling up.

Car buyers aren’t just buying vehicles—they’re buying you. In this episode, we unpack how emotional intelligence (EQ) transforms average consultants into top performers. Backed by data, dealership success stories, and real-world strategies, we’ll show you how mastering empathy, trust, and active listening leads to more sales, happier customers, and longer careers. Whether you’re new to the game or looking to sharpen your edge, this episode is your roadmap to selling with soul and closing with confidence. If you’ve ever struggled with customers who put up walls or managers who don’t “get” the human side of selling, this episode is for you. contact- Andrew@autoknerd.com

In this episode of AutoKnerd, we dive into the often-misunderstood world of digital leads—the ones that show up from sources like social media and credit sites without clear intent. These leads can feel like a mystery, and working them can quickly turn into a draining guessing game. We explore how to approach them with empathy, strategy, and clarity, offering real-world messaging tips that actually get responses without sounding robotic. Whether you’re getting ghosted on day one or trying to nurture curious clicks into real conversations, this episode gives you the mindset and messaging to handle the chaos of online Ups without losing your soul in the CRM.