Dealer Process Secrets

In this pivotal episode of "Dealer Process Secrets," hosts Philip Cheatham, Sterling Brown, and Brian Steele reveal the strategies that can propel you to the number one spot in sales or finance at your dealership. Titled "Reaching the Summit: Become #1 in Sales and Finance," our experts share their firsthand experiences and the advanced techniques that helped them dominate their fields. The discussion spans from mastering the art of the deal, enhancing client trust, and using sophisticated financial acumen to close sales effectively and maximize profits. They also cover the importance of adaptability and continuous learning in staying ahead in the highly competitive auto industry. If you're committed to becoming the top salesperson or finance manager at your dealership, this episode is your roadmap to success, packed with essential tips and groundbreaking ideas. Tune in to transform your approach and lead your team to victory.Support the show

In "Dealer Process Secrets" Season 4, Episode 12, hosts Philip Cheatham, Brian Steele, and Sterling Brown delve into the intricate world of interviewing a salesperson for a dealership, offering listeners a dynamic and multifaceted discussion. This episode stands out for its unpredictable journey through various topics related to sales, hiring practices, and the nuanced art of dealership management. The conversation frequently veers off into unexpected territories, providing a rich, entertaining, and educational experience.The episode kicks off with the trio sharing their own experiences and strategies for identifying the ideal sales candidate. They emphasize the importance of not only evaluating a candidate's sales skills but also their ability to integrate into the dealership's culture and team dynamics. As the discussion unfolds, the hosts engage in several roleplaying scenarios that illustrate potential interview situations. These roleplays serve to demonstrate effective and ineffective interview techniques, highlighting how responses can reveal deeper insights into a candidate's potential fit.Throughout the episode, the hosts weave in anecdotes from their personal careers, sharing both successes and learning opportunities they've encountered in the realm of automotive sales. They touch upon the significance of adaptability, continuous learning, and the value of building genuine relationships with customers.Listeners will appreciate the episode's lively pace and the hosts' candidness. Their willingness to explore tangents enriches the conversation, offering a comprehensive look at the complexities of hiring in the dealership industry. Whether you're a dealership owner, manager, or someone interested in the business of sales, this episode provides valuable perspectives on creating a successful sales team through thoughtful interviewing and hiring practices.Support the show

"Dealer Process Secrets" Season 4, Episode 11, titled "Don’t Be Insane," features an insightful discussion led by Philip Cheatham, Brian Steele, and Sterling Brown. This episode delves into a critical issue that plagues many dealerships: the cycle of repetitive strategies and the expectation of different results, a practice that epitomizes the famous definition of insanity. The hosts explore various common practices within the dealership environment that, despite being widely adopted, fail to yield the anticipated improvements or profits. They challenge the status quo by questioning these entrenched habits and by offering fresh perspectives on overcoming operational stagnation.Philip, Brian, and Sterling emphasize the importance of adaptive thinking and innovation in the dealership business. They provide practical advice on how dealers can break free from the cycle of redundancy by identifying and analyzing the less obvious opportunities that lie within their current operations. The episode is rich with actionable insights on reevaluating existing processes, understanding customer needs from new angles, and implementing changes that lead to sustainable growth and success.Listeners are encouraged to adopt a mindset shift, moving away from 'how things have always been done' towards a more dynamic, results-oriented approach. The discussion includes real-world examples of dealers who successfully navigated change, highlighting the strategies they employed to uncover new opportunities and achieve remarkable outcomes. "Don’t Be Insane" is a call to action for dealers to reexamine their approaches, innovate, and embrace the possibilities that come with change, ensuring that they are not just running in place but are moving decisively towards their goals.Support the show

In "Dealer Process Secrets" Season 4 Episode 10, hosts Philip Cheatham, Brian Steele, and Sterling Brown delve into the groundbreaking realm of artificial intelligence and ChatGPT, unraveling its potential impact on individuals and automotive dealerships. This episode stands out as a pivotal discussion on technological evolution, adaptation, and the strategic mindset required to stay ahead in the rapidly changing automotive industry.Philip Cheatham takes the lead with a compelling narrative on the importance of being an innovator within the technology adoption lifecycle, particularly emphasizing the critical phase of 'crossing the chasm.' He argues that early adoption and innovation are key to leveraging AI technologies like ChatGPT to enhance dealership operations, customer engagement, and ultimately, sales. Cheatham's insights offer a unique perspective on navigating the challenges and opportunities presented by AI, urging dealerships to embrace change proactively.Brian Steele and Sterling Brown contribute to the conversation with their own experiences and viewpoints, creating a rich dialogue on how AI and technological advancements can transform the automotive sales process. They discuss practical applications of AI in the dealership environment, from personalized customer interactions to streamlined operations and predictive analytics.The episode is a clarion call to the automotive industry to not get left behind in the digital revolution. The hosts emphasize the need for a strategic approach to technology adaptation, one that not only embraces AI and ChatGPT but also anticipates future trends to maintain competitiveness and relevance in an increasingly tech-driven world.Through engaging discussions, expert insights, and practical advice, Season 4 Episode 10 of "Dealer Process Secrets" equips viewers with the knowledge and inspiration to navigate the adventure of AI and technology in the automotive industry.Support the show

In Season 4, Episode 9 of the Dealer Process Secrets Podcast, the dynamic trio of Brian Steele, Sterling Brown, and Philip Cheatham unite to unpack the transformative power of effective sales meetings. This episode is a treasure trove of insights, focusing on the why, what, and how of conducting sales meetings that not only inspire but also drive consistent performance across sales teams. The hosts delve into the anatomy of impactful meetings, starting from the foundational elements to the execution of strategies that ensure every meeting is a stepping stone towards achieving sales excellence. Discover the key components of a successful sales meeting, including agenda setting, engaging content delivery, and fostering an environment of accountability and growth. The highlight of the episode is an 8-minute sermon by the hosts, a concentrated blast of wisdom addressing the most crucial aspects of sales meetings and their role in cultivating a culture of consistency and peak performance. Whether you're a sales veteran or new to the field, this information-packed episode offers a comprehensive guide to elevating your sales meetings and, by extension, your sales results.#SalesMeetings #ConsistencyInSales #EffectiveMeetings #SalesStrategy #DealerProcessSecrets #DPSpodcast #SalesExcellence #TeamEngagement #SalesPerformance #BrianSteele #SterlingBrown #PhilipCheatham #SalesLeadership #MeetingAgenda #SalesGrowthSupport the show

In this groundbreaking episode of the Dealer Process Secrets Podcast, we're thrilled to welcome Philip Cheatham for a deep dive into the critical art of holding gross in automobile transactions. Touted as the most intense and informative episode yet, Philip elucidates the advanced negotiation strategies that can make or break deals at the closing table. This episode isn't just about closing; it's a comprehensive guide on how to maximize profitability in every transaction. Philip shares his expertise on managing margins, customer interaction techniques, and the pivotal mindset shifts necessary for success in the F+I office. Co-hosts Brian Steele and Sterling Brown are on deck, absorbing every golden nugget of wisdom. This episode is a must-listen for anyone in the auto business looking to elevate their game and understand the nuances of holding gross profit. Get ready to take notes and transform your approach to sales with insights from one of the industry's leading figures.#HoldingGross #AutoBusinessExcellence #NegotiationMastery #ProfitMaximization #DealerProcessSecrets #DPSpodcast #AutoSalesProTips #FandIInsights #PhilipCheatham #BrianSteele #SterlingBrown #AutomotiveSalesStrategies #GrossProfitManagementSupport the show

In Season 4, Episode 7 of the Dealer Process Secrets podcast, hosts Philip Cheatham, Brian Steele, and Sterling Brown dive deep into the roots of their success in the car business. Philip shares the impact of being coachable on his career trajectory, emphasizing the importance of openness to learning and adapting. Sterling, on the other hand, discusses his strategy of identifying inefficiencies and what's not working as a pivotal step towards success. The episode then shifts gears to a lively debate on dress codes within the dealership environment, with each host offering their unique perspective based on their experiences. This candid conversation sheds light on personal growth, professional development, and the nuances of dealership culture.### Episode Outline:1. **Introduction**:   - Brief overview of the episode's themes and guest introductions.2. **Journey to Success**:   - **Philip's Story**: The significance of being coachable in his career.   - **Sterling's Approach**: Finding success by focusing on what's not working and turning challenges into opportunities.   - **Brian's Insights**: Brian adds his perspective on what has contributed to his achievements in the car business.3. **Dress Codes in Dealerships**:   - **The Debate Begins**: Each host shares their stance on dress codes, starting with historical perspectives and evolving practices.   - **Philip's Opinion**: How professionalism and personal expression can coexist within dress code policies.   - **Sterling's Viewpoint**: The impact of dress codes on dealership culture and employee performance.   - **Brian's Take**: Balancing the need for uniformity with the importance of individuality.4. **Listener Questions**:   - The hosts tackle questions from the audience, providing deeper insights into their personal experiences and advice for up-and-comers in the car business.5. **Conclusion**:   - Summary of key takeaways from the episode and a teaser for what’s coming up next in the series.This episode is a must-listen for anyone in the car business seeking to understand the diverse factors that contribute to success, from personal growth and adaptability to the subtleties of workplace culture. Join Philip, Brian, and Sterling as they uncover the secrets behind their achievements and share invaluable advice for navigating the complexities of the car dealership world.Support the show

**Dealer Process Secrets Podcast: Season 4, Episode 6 - "The Art of Less: Maximizing Impact in Closing Transactions"**In this transformative episode of Dealer Process Secrets, join hosts Philip Cheatham, Brian Steele, and Sterling Brown as they delve into the nuanced strategy of "speaking less, doing less, and getting more" within the context of closing transactions. Episode 6 of Season 4, titled "The Art of Less: Maximizing Impact in Closing Transactions," is a masterclass in the power of restraint and active listening in sales environments.**Key Episode Highlights:**- **Listening More, Talking Less:** Discover why tuning into your customers' needs and desires can significantly enhance your ability to close deals effectively. Our hosts share insights on how active listening can open up opportunities to tailor your approach and connect more deeply with clients.- **The Value of Your Spiel:** Learn why less is often more when it comes to sharing your sales pitch. Philip, Brian, and Sterling discuss strategies to avoid repetition and ensure that every word you speak adds value to the conversation, thereby elevating the perceived worth of your offering.- **Turtle vs. Hare Philosophy:** Embrace the "turtle" approach in your sales strategy—understanding that slow and steady often wins the race. This segment explores how doing less in a strategic manner can lead to achieving more, focusing on deliberate actions that drive results.- **Practical Steps to Implement:** The hosts provide actionable advice on how to apply these principles in your daily interactions. From refining your sales pitch to knowing when to step back, learn how to make every action count.**Episode Insight:**This episode is not just about refining sales techniques; it's about revolutionizing the way we view interactions within the closing transaction. By embracing the principles of speaking less and listening more, sales professionals can foster an environment where customers feel heard, valued, and understood—ultimately leading to more successful closes and satisfied clients.Whether you're a seasoned sales veteran or new to the field, "The Art of Less: Maximizing Impact in Closing Transactions" offers valuable lessons in the subtleties of communication, the importance of patience, and the art of making less achieve more.**Tune in to this episode of Dealer Process Secrets** to transform your approach to closing transactions and elevate your sales game by mastering the art of strategic restraint and focused listening.#DealerProcessSecrets #SalesStrategies #ActiveListening #SalesPhilosophy #TheArtOfLess #MaximizingImpactSupport the show

Title: Dealer Process Secrets Podcast - Season 4, Episode 5: "Collaborate 2 Elevate"Description:In this enlightening episode of the Dealer Process Secrets Podcast, we dive deep into the transformative power of collaboration and support within leadership teams. Titled "Collaborate 2 Elevate," Season 4, Episode 5 explores how leaders can work together to elevate their teams and themselves to new heights of success and efficiency.Our hosts, alongside a panel of esteemed experts in the field of business and leadership development, dissect the intricacies of effective teamwork in the context of dealership operations. They share innovative strategies for fostering a culture of mutual support, open communication, and collective problem-solving among leaders. This episode is packed with actionable insights on overcoming common challenges in leadership dynamics, enhancing team performance, and achieving shared goals through the power of collaboration.Listeners will learn about:- The essential components of successful leadership collaboration.- Practical tips for building and maintaining strong relationships between leaders.- The impact of a supportive leadership environment on team morale and productivity.- Real-life success stories of teams that have achieved remarkable transformations through collaborative efforts.- Tools and resources to facilitate effective collaboration and support among leaders.Whether you're a seasoned manager seeking to refine your leadership approach or a new leader looking to make a positive impact, "Collaborate 2 Elevate" offers valuable lessons on elevating your team's performance and achieving excellence together. Tune in to discover how you can harness the power of collaboration to unlock the full potential of your leadership team and drive your dealership toward unprecedented success.Support the show

Philip Cheatham, Brian Steele & Sterling Brown talk about the good the bad and the who knows what concerning attending the NADA conference.Support the show

Philip Cheatham, Sterling Brown & Brian Steele discuss all the manufacturers control and the good the bad and the BS of it. Support the show

Philip Cheatham & Brian Steele discuss the the larger impact Credit Unions are having on our longer term customer retention. Support the show

Philip Cheatham & Sterling Brown discussing the ins & outs of pay, pay structure, "the ask within", and everything pay plans!Support the show

Listen to Philip, Brian and Sterling discuss "Desire" and importance in how to be an effective leader. Support the show

Philip, Sterling & Brian are back for a 3rd season discussing F+I pay and more!Support the show

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Listen to my audiobook Dealership Process Secrets for FREE! https://www.philipcheatham.com/optin1605827423969or listen on audible!Hurry up new book coming soon!Host: Philip CheathamCo~Host: Brian SteeleCo~Host: Sterling BrownLike our Facebook Page Dealer Process Secrets Podcast Support the show (https://paypal.me/dealerprocesssecrets?locale.x=en_US)Support the show

Listen to my audiobook Dealership Process Secrets for FREE! https://www.philipcheatham.com/optin1605827423969or listen on audible!Hurry up new book coming soon!Host: Philip CheathamCo~Host: Brian SteeleCo~Host: Sterling BrownLike our Facebook Page Dealer Process Secrets Podcast Support the show (https://paypal.me/dealerprocesssecrets?locale.x=en_US)Support the show

Listen to my audiobook Dealership Process Secrets for FREE! https://www.philipcheatham.com/optin1605827423969or listen on audible!Hurry up new book coming soon!Host: Philip CheathamCo~Host: Brian SteeleCo~Host: Sterling BrownLike our Facebook Page Dealer Process Secrets Podcast Support the show (https://paypal.me/dealerprocesssecrets?locale.x=en_US)Support the show

Listen to my audiobook Dealership Process Secrets for FREE! https://www.philipcheatham.com/optin1605827423969or listen on audible!Hurry up new book coming soon!Host: Philip CheathamCo~Host: Brian SteeleCo~Host: Sterling BrownLike our Facebook Page Dealer Process Secrets Podcast Support the show (https://paypal.me/dealerprocesssecrets?locale.x=en_US)Support the show