Shows
AutoKnerdStop Addendum CrashIn every car deal there is a quiet moment that determines whether trust grows or collapses. It happens right before the addendum appears, and most consultants mishandle it without ever realizing why the customer suddenly shifts their body language, their tone, or their willingness to move forward.
In this episode, Andrew Sarone from Auto Nerd breaks down the psychology behind this moment and explains why customers are not actually afraid of addendums. They are reacting to the fear signals consultants unintentionally send. Drawing from more than twenty years of automotive training, Andrew shares the data, the patterns...
2025-12-1109 minAutoKnerdEP68: The Trust LeakWe have all been there.
A customer asks a simple question, we give a quick answer that is close enough, and suddenly the entire emotional temperature of the conversation drops.
Their confidence dips.
Their posture changes.
And without realizing it, we have sprung a trust leak.
In this episode, we explore the subtle ways consultants accidentally drain customer confidence, why those moments matter so much, and how to repair trust before the deal slips away.
You will learn:
• The early-career mistake that...
2025-12-0418 minAutoKnerdEP67 CTRL+ALT+INTROThis week on the AutoKnerd Podcast, we’re doing something fun, festive, and completely different. Andrew and Bridget take you behind the scenes of the Macy’s Thanksgiving Day Parade to uncover the automotive magic no one talks about. From the Ram 5500s hauling Christmas down 6th Avenue, to the GMC workhorses of decades past, to the hidden drivers stuffed inside giant cartoon turkeys, this is the parade through the eyes of people who love cars, stories, and a little holiday chaos.
It is part history, part hilarity, part industry insight, and fully AutoKnerd.
If...
2025-11-2738 minAutoKnerdEP66: The EV Cover Up What Really Happened to the Car They Did Not Want You to HaveAutoKnerd Podcast
The EV1 was not just early, it was dangerous.
Not to drivers, but to an entire industry built on fuel revenue, service schedules, and old school thinking.
In this episode, we dig into one of the most infamous automotive conspiracies of all time.
Why did GM create one of the best electric cars ever made, then recall and crush almost every single one
We unpack the story behind:
• Big Oil pressure
• Battery patent wars
• Internal GM politics
• Lobbying...
2025-11-2025 minAutoKnerdEP65: Emotional GPS: How to Catch Doubt Before It Kills the DealWhen customers start to drift emotionally, they rarely tell you — they just disappear. In this episode, Andrew Sardone breaks down how to spot doubt before it becomes disaster. You’ll get data, scripts, and a new tool that trains emotional radar across every department.
Timestamps:
00:00 – Hook: Silence means drift
02:00 – The three signals of doubt
06:00 – The 43:57 talk-listen rule
09:00 – Scripts that rebuild trust
13:00 – Department breakdown: BDC → F&I
19:00 – Manager Challenge: Log one Confidence Save
22:00 – Wrap-Up and Tools
Download the full EP65 Toolkit (Free to Dealer) at AutoKnerd.com
2025-11-1325 minAutoKnerdEP64: Every car deal has a heartbeatIn this 30-minute episode, Andrew Sardone breaks down why the test drive is the emotional pivot of the sale and how great consultants create ownership moments through silence, observation, and timing.
You’ll learn:
🚗 The two Emotion Windows that decide most sales
🤫 Why confident silence builds trust faster than specs
🧠 The science behind emotional timing in customer decisions
📋 How managers can coach drives that close themselves
Nerd Stats inside:
78% of buyers say the test drive sold them the car (CDK Global)
69% cal...
2025-11-0629 minAutoKnerdEP63: Clarity Creates CommitmentWhen a customer finishes the test drive, you’re standing in one of the most important trust moments in sales. What you say next determines whether they buy — or keep shopping.
In this episode, Andrew shares how clarity, empathy, and pacing create confidence without pressure. You’ll also hear how this mindset connects to the new AutoShop Elite tool for multi-department coaching.
💡 Key Topics
Turning excitement into confidence
Reading customer tone and hesitation
Why the best consultants pause before talking
Teaching your team to earn com...
2025-10-3025 minAutoKnerdEP62: The Rule of 7 – Presenting What Actually MattersCustomers don’t buy specs. They buy feelings.
In this week’s AutoKnerd episode, Andrew Sardone reveals why flooding your walkaround with 20 features kills connection — and how limiting your presentation to 5–7 emotionally relevant moments boosts trust, memory, and sales.
You’ll learn:
• Why 95% of decisions are made emotionally (Harvard Business Review)
• The psychology of working memory and the 7±2 rule
• How to structure your walkaround for impact — not overload
🎯 Get your free companion tool:
AutoKnerd Tool 062 – The Rule of 7 Walkaround Planner
→ https://w...
2025-10-2328 minAutoKnerdEP61: The Matchmakers PlaybookIn Episode 61 of The AutoKnerd Podcast, host Andrew Sardone shares how to transform customer discovery notesinto a powerful, emotionally intelligent vehicle presentation.
Building on the discovery framework from EP60, this session helps sales consultants learn how to:
✅ Match customer needs, wants, and fears directly to vehicle features
✅ Replace feature-dumping with emotional storytelling and validation
✅ Build trust, improve CSI scores, and close more deals — all through empathy-driven communication
Listeners will gain a clear, data-backed method for creating personalized presentations that connect emotionally and convert confidently.
2025-10-1628 minAutoKnerdEP60: From Discovery to Direction: Turning Answers Into ActionLast week, we explored the art of asking better questions.
This week, we’re tackling the other half of discovery — what you do with the answers.
Too many consultants ask great questions, then default back to their pitch. In this episode, Andrew Sardone breaks down how to use what customers tell you to build trust, tailor recommendations, and close more deals — without pressure or gimmicks.
You’ll learn:
✅ How reflective listening (echoing) builds trust
✅ Why sorting answers into Needs, Wants, and Fears changes everything
✅ How emoti...
2025-10-0924 min
AutoKnerdEP59: Never Ask THIS Question in Car SalesAre you asking questions that push customers away instead of pulling them in?
In this episode, Andrew breaks down Discovery Pathways that help auto sales consultants uncover true customer needs, avoid sales “traps,” and build long-term trust.
You’ll learn:
Why some questions shut buyers down instantly
The psychology of better discovery (inspired by FBI tactics)
How to create loyalty & referrals through smarter conversations
📌 Links & Resources:
Book 1:1 Personal Training: [CLICK HERE]
Sign up for the free tools / Newsletter: [CLICK HERE]
Sign up fo...
2025-10-0122 min
AutoKnerdEP58: Shockingly Simple: Selling EVs with ConfidenceEV sales don’t have to feel overwhelming. In this episode, we break down the 3 big myths that kill electric vehicle deals - and give you the scripts, confidence checklist, and gamified manager tools to close more sales.
🔋 What you’ll hear in this episode:
Range anxiety explained (simply!)
Scripts that work vs. scripts that lose the deal
The 5-step EV Confidence Checklist every consultant needs
How managers can use gamification & team tracking to build momentum
Free access to the EV Confidence Kit (Lite)
🎁 Gra...
2025-09-2427 min
AutoKnerdEP57 The Third Wheel - The Hidden Sales Influence You’re IgnoringEvery 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.
Scri...
2025-09-1821 min
AutoKnerdEP56 - Turning Discovery into a Walkaround That WinsToo 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...
2025-09-1020 min
AutoKnerdEP55 – The Test Drive Trap: Discovery Isn’t a ChecklistAutoKnerd 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...
2025-09-0316 min
AutoKnerdClosing Without Pressure: How to Finish Deals With TrustHow 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 sinki...
2025-08-2809 min
AutoKnerdEP53 Mega Commitment = Mega CommissionEvery 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 ab...
2025-08-2115 min
AutoKnerdEP52 Micro-Yeses in Car Sales: Stack Small Wins to Close More DealsCar 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...
2025-08-1421 minAutoKnerdAutoKnerd x The Bliss Podcast Interview Part 2“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, ev...
2025-08-0838 minAutoKnerdEP50 - The Trust Equation: Empathy + Trust = SOLD🚗 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...
2025-08-0727 min
The Bliss Business PodcastKindness and Empathy in Car Sales with Andrew SardoneCompanies that lead with empathy see up to 23% higher customer loyalty and a 32% boost in sales (Source: Gallup).Car sales often get a bad reputation for being high-pressure or transactional. But what if kindness and empathy were at the heart of every customer interaction?In this episode of The Bliss Business Podcast, we’re joined by Andrew Sardone, Founder of AutoKnerd, to explore how genuine care, transparency, and trust are redefining what it means to sell. 🎙️ Hosted by Stephen Sakach and Tullio Siragusa 🎧 Pro...
2025-08-0541 min
AutoKnerdEP51 Why Customers Lie (And What They’re Really Telling You)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, b...
2025-07-3122 min
AutoKnerdEP49 Smarter Cars, Dumber DeliveryVehicles 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...
2025-07-2440 min
AutoKnerdEP48 – Quiet Confidence: The Close That Doesn’t PushIn 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 Spr...
2025-07-1729 min
AutoKnerdEP47 Ego is the Enemy of Trust: How Sales Consultants Self-SabotageSubscribe to the Saturday Morning Autoknerd Dispatch!! Get Saturdays started off in the right headspace! www.AutoKnerd.com
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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 eff...
2025-07-1014 min
AutoKnerdThe Light Inside: Selling with IlluminationInterior 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...
2025-07-0330 min
AutoKnerdEP45 - Remember What We Forgot🚀 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/
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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 s...
2025-06-2615 min
AutoKnerdEP44 - Trust is the Transfer of ConfidenceWE 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 tru...
2025-06-1813 min
AutoKnerdEP43 – So Long, and Thanks for All the LeadsEver 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 conve...
2025-06-1217 min
AutoKnerdEP42 – The Answer to Car Sales, the Universe, and EverythingWhy 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...
2025-06-0516 min
AutoKnerdThe Closing Hack Nobody Teaches: Customer ValidationWelcome 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...
2025-05-3018 min
AutoKnerdHigh EQ, High RPM: Shift Your Sales Into OverdriveCar 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 s...
2025-05-2219 min
AutoKnerdEP40: Supercharged EQ: Why Emotional Intelligence Is Your Dealership’s Secret WeaponIn this episode of the AutoKnerd Podcast, we pop the hood on the most overlooked performance upgrade in car sales: Emotional Intelligence. Buckle up as Andrew breaks down how empathy, active listening, and trust-building aren’t just soft skills—they’re power tools for every sales consultant who wants to thrive in today’s customer-first market.
From the showroom floor to the sales desk, this episode explores how high-EQ teams close more deals, handle objections with finesse, and turn skeptics into loyal customers. You’ll hear real-world scenarios, practical strategies, and a few Skippy-style mic drops about how kindne...
2025-05-1520 min
AutoKnerdThe Intent Illusion: Working Digital Ups Without Losing Your SoulIn 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 o...
2025-05-0819 min
AutoKnerdEP38 The Fortune’s in the Follow-UpMost salespeople lose their next five deals the moment their last customer drives away. Why? Because their follow-up is either lazy, robotic… or nonexistent.
In this episode of AutoKnerd, we’re digging into one of the most underrated, money-making habits in automotive sales: purposeful follow-up. I’ll show you what bad follow-up sounds like, how to build a rhythm that actually creates trust, and the exact moment you’ve earned the right to ask for repeat and referral business—without sounding desperate.
If you’re ready to stop chasing and start farming a busi...
2025-05-0121 min
AutoKnerdEP37 When the Deal DisappearsYou did the work. You asked the right questions. You found the perfect car. And they still bought from someone else.
In this episode, we break down the kind of rejection that hurts the most—when you do everything right and still lose the deal. Learn why it’s not always your fault, how embarrassment plays into customer ghosting, and what real follow-up with integrity looks like.
This one’s for every consultant who gave it their best… and walked away empty-handed.
2025-04-2410 min
AutoKnerdEP36: You Are Not Your Commission SlipWhat happens when the sales board goes blank… and your confidence goes with it?
In this episode, we’re taking aim at one of the most toxic beliefs in the car business:
“You are only as good as your last deal.”
Spoiler alert—you’re not.
This isn’t just another sales training episode. It’s a gut-check.
We dive into:
The emotional trap of commission-based identity
Stoic wisdom for surviving a slow month
Why legacy beats leaderboard every time
And how kindness is the KPI no one talks abou...
2025-04-1722 min
AutoKnerdEP35: Rebuilding Yourself – Overcoming Setbacks and Starting FreshIn this episode of the AutoKnerd Podcast, we dive into the power of reinvention and resilience. Inspired by the remarkable post-WWII transformation of Volkswagen, we explore how even the toughest setbacks—whether in your career, personal life, or business—can become the foundation for a powerful comeback.
Through the lens of Volkswagen’s shift from a wartime symbol to a beloved global brand, this episode offers practical insights on how you can reset your mindset, rebuild trust, and move forward with purpose. Whether you’re facing challenges in sales or striving for a personal transformation, this epis...
2025-04-1038 min
AutoKnerdEP34 How to Deal with Customers You Really Don’t LikeLet’s face it: sometimes, customers can be a lot. Whether they’re rude, demanding, or just plain frustrating, we’ve all encountered those clients who make us want to hit “snooze” on our careers. But here’s the secret—kindness is the best way to survive, thrive, and even maybe win them over.
In this episode, we dive into the art of smiling through gritted teeth, keeping your cool, and turning difficult customers into loyal ones—all with a sprinkle of humor and a splash of sarcasm. Spoiler alert: This episode won’t make you like those cust...
2025-04-0322 min
AutoKnerdEP33 The Forgotten Future: Steam CarsImagine if every morning commute required firing up a boiler, watching a pressure gauge, and possibly losing your eyebrows in a steam-related mishap—sound crazy? Well, it almost happened! This week on AutoKnerd, we dive headfirst into the wonderfully strange and largely forgotten world of steam-powered cars. From Nicolas-Joseph Cugnot’s crash-prone invention to the ridiculously impressive Stanley and Doble steamers, we’ll explore a reality where brass replaced plastic, steam replaced gas, and “waiting for pressure” replaced road rage. Whether you’re selling cutting-edge cars or just nerding out on automotive oddities, this episode offers hilarious insights into how innovati...
2025-03-2719 min
AutoKnerdEP32: Atomic Highways, Nuclear Powered Dream CarsBuckle up, AutoKnerds, because today we’re diving into one of the wildest ideas in automotive history—nuclear-powered cars! That’s right, once upon a time, engineers and dreamers thought the best way to fuel your daily commute was with a miniature nuclear reactor. What could possibly go wrong?
In this episode, we’ll explore two of the most infamous attempts at making this atomic fantasy a reality:
☢ The Ford Nucleon – Ford’s 1958 vision of a car powered by a tiny fission reactor (because swapping out uranium cores instead of oil changes sounded fun).
☢...
2025-03-2011 min
AutoKnerdEP31 The Rise and Fall of a LegendThe DeLorean DMC-12 wasn’t just a car—it was a vision of the future. Stainless steel body? Check. Gull-wing doors? Check. A marketing campaign that made it the must-have ride of the early ‘80s? Absolutely. So how did this dream machine turn into one of the biggest automotive flops of all time?
In this episode of AutoKnerd, we take a deep dive into the story of John DeLorean, his revolutionary car, and the moment the world lost faith in his brand. From Hollywood hype (Back to the Future, anyone?) to corporate chaos, we explore the key sales...
2025-03-1313 min
AutoKnerdEP30: EVs Are Dead – Rise of the EREVs🚨 EVs are in trouble… but what if there was a better way? 🚨
For years, we’ve been told that battery electric vehicles (BEVs) are the future, but let’s be real—range anxiety, charging infrastructure headaches, and high costs have left many buyers pumping the brakes on full EV adoption.
Enter the Extended Range Electric Vehicle (EREV)—the game-changer that combines the efficiency of electric driving with the reliability of a gas backup. No range anxiety. No long charging waits. Just seamless electrified driving.
In this episode, we’re taking a deep dive into:
⚡ The hi...
2025-03-0636 min
AutoKnerdEP29: Caring Over CommissionWhat if I told you that the fastest way to bigger commissions... is to stop chasing commissions? Sounds crazy, right? But here’s the kicker—it actually works.
In this episode, we’re pulling back the curtain on why leading with kindness, empathy, and real human connectionisn’t just good karma—it’s good business. I’ve got stats to prove it, stories to back it up, and a simple shift you can make today that will change the way customers see you forever.
Think you know what it takes to win in sales? Think again.
...
2025-02-2719 min
AutoKnerdINT001 Profitable AI in the dealership with David HirschfeldIn this episode, I sit down with David Hirschfeld from Tekyz.inc to explore how AI is transforming the sales process. We discuss how AI can enhance CRM systems, streamline daily tasks, and give sales professionals a competitive edge. Whether you're in sales management or on the front lines, this conversation will show you how to leverage AI for efficiency and better customer relationships. Don't miss it!
mash subscribe!
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David’s Bio
David Hirschfeld is a 35-year software development veteran with a unique perspective on startups, technological innovation and busin...
2025-02-2555 min
AutoKnerdEP28 The Psychology of Customer Trust and How Kindness Plays a RoleEver walked onto a car lot and suddenly felt like you’re on an episode of Shark Week—but you’re the seal? Yeah, customers feel that too. That’s why trust is everything in sales. And guess what? The secret to building trust isn’t a magic script or the perfect close—it’s kindness.
In this episode, we dive into the psychology of trust and why people buy from those they genuinely like and feel comfortable with. We’re breaking down real-world stats (because numbers don’t lie), sharing stories of sales done the right way, and giving yo...
2025-02-2027 min
AutoKnerdEP27: How Genuine Kindness Boosts Closing Rates🚗 What if the most powerful sales tool wasn’t in your pitch—but in your kindness?
Customers don’t just buy cars—they buy confidence, comfort, and trust. And nothing builds that faster than genuine kindness.
In this episode of AutoKnerd, we’re breaking down:
✅ Why customers respond instantly to authentic care
✅ Real-life examples of small gestures that create lasting impressions
✅ How automotive technology can help personalize the experience and strengthen trust
✅ Stories of sales professionals who boosted their closing rates simply by leading with kindness
💡 The best salespeople don’t just sell—they mak...
2025-02-1338 min
AutoKnerdEP026 The Power of ListeningListening is one of the most powerful yet overlooked skills in sales. Too often, sales consultants focus on their next pitch instead of truly understanding their customers' needs. But when you take the time to listen—really listen—you build trust, uncover deeper buying motivations, and create a more seamless, enjoyable experience for both you and your customer.
In this episode, we explore:
✔️ How active listening transforms customer interactions
✔️ The difference between hearing and understanding
✔️ Why asking the right questions leads to better sales outcomes
✔️ Real-world examples of how listening can turn hesitation into commitment
...
2025-02-0630 min
AutoKnerdEP025 Warning car sales is making a shift!"The Hybrid Sales Advantage: Meeting the Needs of Modern Buyers"
In this episode of AutoKnerd Andrew Sardone dives into the rising popularity of hybrid vehicles and what it means for automotive sales professionals. As hybrid cars gain traction among consumers, understanding the motivations behind these purchases is more important than ever.
Join Andrew as he breaks down:
Why hybrid vehicles are becoming a must-have in dealership inventories.
The key motivations of hybrid buyers, from fuel savings to sustainability.
How to position hybrids as the perfect solution during the needs assessment stage.
Strategies to overcome...
2025-01-2452 min
AutoKnerdEP024 The Kindness-Driven Sales AdvantageHosted by Andrew Sardone
Ready to boost sales and build lasting customer relationships? This podcast is designed for sales consultants, managers, and dealership owners who want to elevate their sales game. Andrew Sardone, a seasoned sales trainer, reveals how genuine kindness and empathy during the needs assessment stage can turn hesitant shoppers into loyal buyers. Discover how creating a welcoming environment leads to smoother deals, happier customers, and higher profits. Stop rushing deals and start selling with purpose—because when customers feel cared for, they’re motivated to buy.
Feel free to reach out...
2025-01-1636 min
AutoKnerdEP023 Survey Killer - Wait Time
In this episode of AutoKnerd, we delve into a topic that often goes unaddressed in the car buying journey — the downtime between closing the sale and entering the finance office. This seemingly endless wait, ranging from 30 minutes to an hour, can turn an excited car buyer into a frustrated customer. The result? Negative feedback for sales consultants, especially in customer satisfaction surveys. We explore the emotional rollercoaster that customers experience and its impact on their overall impression of the dealership.
But it doesn’t have to be this way! We’ll share innovative strategi...
2024-11-2120 min
AutoKnerdEP022 - The Great ResetHey folks, welcome back to AutoKnerd! Today, we’re diving into the topic of ‘The Great Reset’. You know, it’s been a tough time for the auto industry, and it’s easy to feel overwhelmed and discouraged. But let’s remember that we’re all in this together, and we can bounce back stronger than ever.
First things first, let’s talk about the challenges we’re facing. Car sales are tough, and working so hard can leave us feeling drained and unfulfilled. But here’s the thing: we have the most powerful asset we could ever have...
2024-11-0823 min
AutoKnerdEP020 Cellphone HysteriaIn this episode of AutoKnerd, we explore the significant impact cell phones have on driving and the measures taken to enhance road safety.
Join me as I delve into:
History of Legislation: A look at the evolution of laws designed to prevent phone usage while driving and promote safer road habits.
Safety Technologies: An overview of the latest technologies that help drivers stay safe behind the wheel by mitigating the risks associated with phone use.
Customer Education: Effective strategies for presenting tech-related features to customers. Learn how to establish a baseline understanding of their personal technologies...
2024-07-1127 min
AutoKnerdEP019: Simplifying Car Tech: Matching Customer Understanding with Clear DefinitionsWelcome to the latest episode of AutoKnerd! In this episode, we tackle a crucial aspect of the car sales process: effectively communicating complex technologies to customers.
Buying a car can be overwhelming, especially when faced with advanced features and technologies. It's essential to match your explanations to the customer's level of technical understanding to ensure they feel confident and informed. In this episode, I discuss how to:
Understand Your Customer: Techniques for learning about your customer's knowledge level and comfort with technology.
Simplify Complex Concepts: Strategies for breaking down difficult technologies into easy-to-understand definitions that align...
2024-07-0423 min
AutoKnerdEP018 The Art of Follow-Up: Building Long-Term Customer RelationshipsWelcome to the latest episode of AutoKnerd! Today, we're diving into a critical yet often challenging part of the sales process: follow-up.
Follow-up isn't just about making another sale or getting referrals—it's about building and nurturing a long-term, trusting relationship with your customers. In this episode, I emphasize the importance of maintaining a positive connection with your customers even after the sale is complete.
Here's what you'll learn:
The Right Approach: How to ensure your customers continue to pick up your calls by applying the right amount of pressure and showing genuine care.
Av...
2024-06-2724 min
AutoKnerdEP017 The Power of a Great Automotive Delivery: Ensuring Customer Happiness and LoyaltyWelcome to the 17th episode of AutoKnerd! In this episode, we dive into the often-overlooked but incredibly important step of the automotive sales process: the delivery.
A great delivery is more than just handing over the keys—it's about creating a memorable experience that ensures the customer's happiness and sets the foundation for future loyalty. Join me as I explore why a thorough and thoughtful delivery process is crucial for both the customer and the dealership.
In this episode, you'll learn:
Importance of a Good Delivery: Understand why a smooth and detailed delivery process en...
2024-06-2029 min
AutoKnerdEP016 The Art of Closing: Salesperson vs. Sales ConsultantWelcome to the 16th episode of AutoKnerd! In this episode, we delve into the crucial final step of the automotive sales process: closing the deal.
I explore the fundamental differences between a salesperson and a sales consultant. While a salesperson might sell you anything for a paycheck, a true sales consultant strives to fulfill your needs and desires, all while aiming for maximum profit.
Join me as I break down the contrasting approaches to closing a car deal:
Salesperson Approach: Understand how traditional salespeople set up negotiations, often compromising their commission or the customer...
2024-06-1322 min
AutoKnerdEP015 Unlock the Secret to Closing More Car Sales: Mastering the Test Drive Experience!In this episode of AutoKnerd, we explore a pivotal part of the automotive sales process: the test drive. 🚗
The test drive is more than just a spin around the block—it's a vital opportunity for customers to connect with the vehicle on a personal level. Join me as we dive into the best practices and techniques to ensure a successful and impactful test drive experience.
Here's what you'll learn in this episode:
Preparation: How to prepare the vehicle and set the stage for a smooth test drive.
Introduction: Tips for making a strong first impre...
2024-06-0619 min
AutoKnerdEP014 Mastering the Automotive Presentation Process: The Walk-AroundVideo Podcast can be found here --->AutoKnerd
Welcome back to AutoKnerd! In today's podcast, we're diving deep into a crucial aspect of the car sales process: the walk-around. 🚗
The walk-around is more than just showing a car to a potential buyer; it's a dynamic and interactive presentation that can make or break the sale. This process involves guiding the customer around the vehicle, highlighting key features, and demonstrating how the car meets their specific needs and desires. It’s about crafting a narrative that connects the vehicle’s features with the emotional and practical needs o...
2024-05-3020 min
AutoKnerdEP013: The Power of Emotional Connection: Mastering Fact-Finding in Car SalesIn our 13th episode of AutoKnerd, we dive deep into the essential practice of fact-finding in the car sales process. Discover why it's crucial for car sales consultants to invest significant time in asking questions and uncovering the unique needs and desires of each customer.
Join me as I explore how every need and desire is intricately tied to an emotion, and why understanding and tapping into these emotions can transform the sales experience. Learn how selling based on these emotional connections is far more effective than simply showcasing a vehicle and hoping for the best.
2024-05-2324 min
AutoKnerdEP012 Closing Starts HereIn this episode of AutoKnerd, host Andrew Sardone delves into the crucial step of the car sales process: needs assessment. With a philosophy centered on prioritizing the customer's experience, Andrew emphasizes the importance of understanding the customer on a deeper level to guide them towards the perfect vehicle.
Tune in as Andrew explores the emotional connection customers have with the features they desire in a car, and how to leverage this connection to drive purchasing decisions. By elevating these emotions into action, Andrew demonstrates how sales professionals can not only meet but exceed customer expectations while maximizing...
2024-05-1624 min
AutoKnerdMeet and Greet - Super Simple and Super Overblown🎙️ Elevate Your Automotive Sales Game with AutoKnerd Podcast! 🎙️
🚗 Ready to Drive Sales Success? Tune in to our latest episode as we delve into the crucial first step of the automotive sales process: The Meet and Greet. Discover expert tips and strategies to optimize your customer interactions and maximize profitability.
🤝 Learn the importance of professionalism, politeness, and kindness in fostering customer rapport and paving the way for a profitable fact-finding needs assessment.
💡 Uncover the truth behind common myths surrounding the Meet and Greet, and gain valuable insights into why preparation is key to sales success in the auto...
2024-05-0927 min
AutoKnerdProfitable Meet and Greet Preparation🎧 New Episode Alert: Sales Consultant Success - 10 Preparations Before Greeting a New Client 🚗
Are you a sales consultant looking to elevate your game and maximize your success in the automotive industry? Tune in to the latest episode of the AutoKnerd podcast as we unveil the essential preparations every sales consultant must make before saying hello to a new client!
In this insightful episode, we explore the ten crucial steps to enhance readiness, effectiveness, and success during the initial meet and greet. From researching the customer and knowing the inventory to practicing active listening and setting goals...
2024-05-0149 min
AutoKnerdHard Truths About Selling Cars🚗 AutoKnerd Podcast: Unveiling the Hard Truths of Car Sales! 🌟
Calling all aspiring and seasoned car sales consultants! Join Andrew Sardone, a seasoned industry expert, as he uncovers the raw realities of the automotive sales business in the AutoKnerd podcast.
🎙️ In this episode, Andrew dives deep into the unspoken challenges and essential truths that every car salesperson should know. From the harsh realities of self-reliance to the untold aspects of the business, this episode is a must-listen for anyone in the car sales profession.
🔥 Gain valuable insights and practical advice that most people aren't told when ente...
2024-04-2522 min
AutoKnerdExplaining the Unexplainable FeaturesJoin Andrew Sardone, a veteran Sales Trainer and an expert in electric vehicles (EVs), for insightful discussions on navigating technology in the automotive industry. In this week's AutoKnerd episode, Andrew tackles the challenge of explaining complex tech features to individuals who are less familiar with modern technology.
Whether you're a sales professional looking to enhance your communication skills or someone seeking to understand automotive innovations better, this episode offers practical tips and strategies. Andrew breaks down complicated features into manageable concepts, guiding listeners through the process of effectively explaining technology to customers.
Discover how to...
2024-04-1837 min
AutoKnerdEnd the sales drought... permanently🎙️ Exciting news! Just released the latest episode of AutoKnerd where we dive deep into the financial ups and downs of car sales consultants. 🚗 Discover how low periods and customer reluctance can impact sales, and why maintaining a positive headspace is key to improving closing ratios. Join me as we explore strategies for staying positive and creating a happier, more successful sales experience for both consultants and customers. Tune in for valuable insights and tips to elevate your sales game! 🌟 #AutoKnerd #SalesConsultants #PositiveMindset #SalesSuccess #Podcast #AutomotiveIndustry #CustomerExperience
2024-04-1128 min
AutoKnerdPositivity ALWAYS wins!In today's episode of AutoKnerd, we delve into the art of sales consultancy and the power of conducting a thorough needs assessment with your customers. Join us as we explore how taking the time to understand your customer's needs can elevate positive emotions, build trust, and ultimately, win the deal. Tune in for valuable insights and strategies to enhance your sales approach and create lasting connections with your customers!
2024-04-0428 min
AutoKnerdJuiced Up: Demystifying Electric VehiclesJoin host Andrew Sardone on AutoKnerd as we dive deep into the electrifying world of electric vehicles (EVs). In this episode, we debunk common myths and misconceptions surrounding EV adoption, from range anxiety to battery woes, with humor, sarcasm, and expert insights. Tune in for a shockingly bright exploration of the future of transportation!
2024-03-2830 min
AutoKnerdHistory: Henry Ford and his future fuelIn this episode, we explore the visionary journey of Henry Ford and his groundbreaking experiments with ethanol as a fuel for automobiles. From the early 20th century to the present day, Ford's passion for sustainability and innovation paved the way for advancements in alternative fuels and sustainable transportation. Delve into the fascinating world of automotive history with us and discover the legacy of Henry Ford—a visionary ahead of his time.
2024-03-2143 min
AutoKnerdIntro to ADASIn this episode, we explore the evolution of Advanced Driver Assistance Systems (ADAS), from their origins as a solution to distracted driving to their role in paving the way for fully autonomous vehicles.
2024-03-1455 min
AutoKnerdTAKE CONTROL OF YOUR CUSTOMER!Join us on AutoKnerd as we explore a game-changing approach to car sales: prioritizing relationships over control. Discover why building genuine connections with customers is crucial for long-term success. With insightful discussions and practical tips, this episode will challenge your perspective and empower you to revolutionize your sales strategy. Tune in now to unlock the secrets to sustainable success in the world of car sales!
2024-03-0722 minAutoKnerdSelling Emotions and Winning the DayJoin us on AutoKnerd as we dive into the emotional journey of automotive purchasing, exploring how feelings shape our decisions behind the wheel. From the excitement of stepping into a dealership to the challenges of navigating doubts and uncertainties, each episode uncovers the emotions that drive our choices. Discover the power of positive connections, empathetic strategies, and proactive problem-solving in enhancing the car-buying experience.
2024-02-2825 min