AutoKnerd

AutoKnerd
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AutoKnerd: Where the Sales Floor Gets Smarter Dealerships don’t need more hype, they need more humanity. AutoKnerd is the podcast for automotive pros who believe great sales start with empathy, trust, and genuine curiosity about the customer. Hosted by veteran trainer Andrew Sardone, we break down the modern Road to the Sale through real-world stories, science-backed strategies, and honest conversations about what works and what doesn’t. Expect smart talk, sharp humor, and the occasional trip through car history or behavioral psychology. Each Thursday, we explore how kindness and competence can actually move metal, boost CSI, and build careers that last. Bring your brain. Leave the burnout. Kindness sells. Let’s prove it.

  1. 10 HRS AGO

    EP77: Real Closers Close in Needs Assessment, Not at the Desk

    Car sales training for closing more deals starts in needs assessment, not at the desk. In EP77, we break down the discovery process real closers use to reduce objections, build trust, and earn commitment before numbers ever hit the table.   Most “objections” are not price problems, they are clarity problems. When a customer cannot clearly explain why a vehicle fits their life, hesitation shows up later as: “We need to think about it.” What you will learn in this episode Why closing is alignment, not persuasion The 5-question discovery formula that creates real commitment How micro-commitments prevent desk objections The silent test that exposes weak needs assessment A simple weekly challenge to raise your closing ratio fast   The Real Closer Discovery Formula What prompted you to start looking right now? What is not working with your current vehicle? How does that affect your day to day? If we fixed that, what would change for you? So if we solve X and stay around Y, that makes sense?   Episode time stamps 00:00 Real closers do not close at the desk 01:30 The myth of “closing tricks” 04:30 The psychology: anxiety down, certainty up 08:00 The 5-step needs assessment framework 13:00 Two consultants, two outcomes 17:00 The silent test customers always fail 20:00 Why most salespeople skip real discovery 23:00 Micro-commitments checklist 26:00 This week’s challenge 28:30 Wrap and next steps Resources AutoKnerd tools and training: [insert link] Podcast playlist: [insert link] Best next episode to listen to: [insert link]   Question for you Where does your deal usually start slipping, discovery, test drive, or at the desk?

    13 min

  2. FEB 19

    EP76: Why People Buy Anything

    And Why So Many People Learned to Hate Buying Cars People don’t hate buying cars.   They hate how buying cars has made them feel.   In this episode, Andrew Sardone breaks down the real psychology behind why customers walk into dealerships guarded, and how the automotive industry accidentally trained them to brace for impact.   This isn’t about blaming salespeople.   It’s about understanding behavior.   For decades, dealerships leaned into tactics that increased anxiety instead of reducing it: vague timelines, moving numbers, pressure framing, information overload, and inconsistent experiences across departments.   The result? Customers show up defensive.   In EP76, we unpack: • The three real reasons people buy anything • Why uncertainty triggers threat responses • How “trust leaks” silently sabotage deals • Why predictability lowers fear faster than discounts • The power of calm number delivery • How to build a single voice culture across Sales, F&I, and Service • A practical deployment model to change behavior store-wide   Because reputation isn’t a marketing problem.   It’s a moment-to-moment behavior problem.   And behavior is trainable.   If you’re in automotive sales, dealership management, F&I, or fixed ops. This episode will challenge you and give you tools to rebuild trust without pressure tactics.   Trust is not built in speeches.   It’s built in micro-moments.

    22 min

  3. FEB 12

    EP75: Predictability Beats Price

    If price was really the problem in automotive sales, the cheapest dealership would win every deal.   They don’t.   In this episode of AutoKnerd, Andrew explores a powerful truth that challenges the way most dealerships think about negotiation, gross, and customer experience.   Customers don’t fight price because the number is high. They fight price because they feel uncertain.   Drawing from behavioral psychology, customer effort research, and real dealership experience, this episode breaks down why predictability reduces resistance, why silence increases anxiety, and why clarity is one of the most overlooked profit-protection strategies in the car business.   You’ll hear: • Why ambiguity triggers price objections • How car buying anxiety drives negotiation behavior • What recent buyer research reveals about higher prices and satisfaction • Why Customer Effort Score may matter more than CSI • How inconsistent handoffs quietly erode trust • A practical one-week challenge to reduce resistance without discounting   This conversation isn’t about soft skills. It’s about understanding human behavior in high-stakes buying environments.   When customers trust the journey, they stop fighting the ticket.   If you’re a sales consultant, manager, or dealer principal looking to improve dealership customer experience, increase customer trust, and protect margin without racing to the bottom, this episode will shift your perspective.   Predictability beats price.   Listen in.

    13 min

  4. FEB 6

    EP74: How SUVs Fund the EV Future

    Let me ask you something.   If the future is electric… why does every new vehicle rolling into dealerships look tougher, bigger, and more ready for adventure than ever?   That contradiction isn’t an accident.   In this episode, I walk through the strange reality of today’s auto industry — where rugged SUVs and overlanding rigs are actually helping fund the electric future everyone keeps talking about.   We’ll talk about:   Why big SUVs make the kind of money EVs still can’t How the overlanding trend is more about possibility than actual off-roading Why manufacturers finally stopped letting the aftermarket take all the profit How modern safety tech makes these bigger vehicles work for real families And why driver-assist systems are less about self-driving and more about trust and fatigue     This isn’t a tech lecture or an auto show recap. It’s a look at how the industry is really surviving the transition — and why the road to electrification looks a lot more rugged than you might expect.   It’s a strange time to be a car buyer. And a fascinating time to connect the dots.   Thanks for listening.

    24 min

  5. JAN 22

    EP73: The Trust Gap

    In this episode of AutoKnerd, we explore the neuroscience of trust and why empathy is a profit strategy, not a personality trait. Rushed processes, unclear language, and hidden friction increase customer anxiety, slow decisions, and quietly erode gross and CSI. We break down how stress impacts negotiation behavior, why confused customers resist price, and how dealerships can operationalize empathy through better systems and leadership behaviors. This episode is for owners and managers who want cleaner deals, stronger loyalty, and a customer experience that shows up in the numbers.

    19 min

  6. JAN 15

    EP72 See It From Their Side,

    Buying a car isn’t exciting at first. It’s stressful, confusing, and full of uncertainty.   In this episode of AutoKnerd, “See It From Their Side,” we dig into what actually changes when a sales consultant stops selling at customers and starts seeing the process through the customer’s eyes.   This isn’t empathy as a buzzword. It’s empathy as a practical, operational skill.   You’ll learn: Why customers walk into dealerships guarded, not excited How pressure, jargon, and speed quietly kill trust The difference between empathy and sympathy in real sales conversations Why creating safety actually speeds up decisions Simple language shifts that lower anxiety and build confidence How managers either protect empathy or accidentally crush it   If you work in automotive sales, management, or dealership leadership, this episode will challenge how you think about trust, pace, and what customers are really reacting to.   Empathy isn’t soft. It’s how deals survive long enough to close.   🎧 WATCH the full episode and rethink how customers experience your dealership long before the numbers come out. 🔧 About AutoKnerd   AutoKnerd helps dealerships turn trust, clarity, and empathy into consistent behavior, not just good intentions. Through simple, manager-led weekly tools, we help teams build better customer experiences that actually stick.   📌 Subscribe for weekly CX insights 📌 Share this with someone who works the desk 📌 Leave a comment: What do customers seem most anxious about in your store?

    23 min

  7. JAN 8

    EP71: Training Keeps Failing

    If training actually fixed dealerships, most dealerships would already be fixed.   But they aren’t.   In this episode, Andrew breaks down why even the best training sessions fail to change behavior, and why motivation, inspiration, and great content aren’t enough on their own.   This isn’t an episode about training harder. It’s about designing systems that actually support the behaviors we want to see.   You’ll learn: Why people revert to old habits even after great training How dealership systems quietly shape behavior every day Why managers, not trainers, are the real lever for change What consistency does better than motivation ever could   If you’re a manager, GM, or consultant who’s frustrated that “nothing sticks,” this episode will reframe the problem, and give you a clearer path forward. If you more info on the AutoForge system email me at andrew@autoknerd.com

    21 min

  8. 2025-12-11

    Stop Addendum Crash

    In 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, and the mistakes that consistently trigger resistance, discounts, and lost gross. You will learn the Three Move Pattern that turns this high friction moment into a clear, confident, predictable part of the sales process: The Warm Frame The Simple Value Map The Confidence Transfer Through real field stories and clear step-by-step guidance, this episode shows how predictable communication builds emotional safety, strengthens trust, and creates smoother, more profitable conversations. If you want to improve your customer experience, increase your gross profit, and build a modern sales approach rooted in clarity rather than pressure, this episode gives you the framework to start doing that immediately. Download this week’s Addendum Clarity Tool ---> DOWNLOAD Subscribe for weekly tools and insights that help you sell with confidence and consistency.

    9 min
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About

AutoKnerd: Where the Sales Floor Gets Smarter Dealerships don’t need more hype, they need more humanity. AutoKnerd is the podcast for automotive pros who believe great sales start with empathy, trust, and genuine curiosity about the customer. Hosted by veteran trainer Andrew Sardone, we break down the modern Road to the Sale through real-world stories, science-backed strategies, and honest conversations about what works and what doesn’t. Expect smart talk, sharp humor, and the occasional trip through car history or behavioral psychology. Each Thursday, we explore how kindness and competence can actually move metal, boost CSI, and build careers that last. Bring your brain. Leave the burnout. Kindness sells. Let’s prove it.

Information

  • Creator
    AutoKnerd
  • Years Active
    2024 - 2026
  • Episodes
    77
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved Deep Thought Creative LLC
  • Show Website
    AutoKnerd