473 episodes

The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry. 

The Dealer Playbook Michael Cirillo

    • Business
    • 4.9 • 109 Ratings

The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry. 

    Marcus Sheridan: The Revenue Department

    Marcus Sheridan: The Revenue Department

    [Replay]
    Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Although this episode originally aired in 2016, it's amazingly hyper-relevant to what's happening in the retail car business in 2021 and beyond.
    What we discuss in this episode:
    Marcus explains that sales and marketing departments can no longer work in silos. They must unite into a single "revenue department" so that there is a cohesive approach to increasing customer satisfaction and revenue opportunities.
    Michael shares his initial thoughts about Carvana (in 2016) and his prediction about the future of dealerships. Smaller showrooms, one of each vehicle, iPads for vehicle customizations, and online car buying. Fast forward to 2021 and remote retailing (virtual car buying) has increased in usage and popularity 100-fold, further validating the need for sales and marketing to work together to achieve common outcomes.
    Marcus shares the importance of becoming the leading authority in your chosen industry. "My opinion or your opinion doesn't really matter. The only thing that matters is what consumers want." 



    Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Marcus Sheridan


    If you enjoyed this conversation with Marcus Sheridan, please let him know by clicking on the links below and sending him a message.
    Click here to thank Marcus Sheridan on LinkedIn 
    Click here to let Michael know about your number one takeaway from this conversation

    • 39 min
    Chris Voss: You Can Learn To Negotiate With Anyone

    Chris Voss: You Can Learn To Negotiate With Anyone

    [REPLAY]
    Chris Voss is an internationally-acclaimed negotiation expert, Masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life.
    What we discuss in this episode:
    The importance of negotiation, and how to do it in a way that creates a win/win for all parties. 
    Visual cues that will help you understand what someone else is feeling so that you can address their needs and serve them more effectively
    Chris shares stories and anecdotes that help explain how anyone can learn to negotiation and how esepcially valuable negotiation is for car sales professionals to master


    Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

    Thanks, Chris Voss
    If you enjoyed this conversation with Chris Voss, please let him know by clicking on the links below and sending him a message.
    Click here to thank Chris Voss on Twitter 
    Click here to let Michael know about your number one takeaway from this conversation 

    • 38 min
    Glenn Pasch: Timeless Marketing Strategies That Will Help Save Your Dealership

    Glenn Pasch: Timeless Marketing Strategies That Will Help Save Your Dealership

    [REPLAY]
    Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business. 
    This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as vital as they were when we originally recorded this episode.
    What we discuss in this episode:
    The importance of unifying your marketing outputs. Even in 2021 Dealers are still operating in silos which are preventing them from getting a good grasp on marketing spend and marketing returns. Today there is a lot of conversation about the importance of mixed media modeling; an important concept for dealers to adopt immediately and moving forward.


    Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Glenn Pasch


    If you enjoyed this conversation with Glenn Pasch, please let him know by clicking on the links below and sending him a message.
    Click here to thank Glenn Pasch on LinkedIn 
    Click here to let Michael know about your number one takeaway from this conversation

    • 20 min
    Nathan Hays: The Power of Relationship Selling

    Nathan Hays: The Power of Relationship Selling

    [REPLAY from episode 92]
    Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.
    What we discuss in this episode:
    How Nathan went from a greenie in the carbiz to being nick-named, "The Mayor of Carville" by his colleagues
    How to avoid disappointment when selling cars
    The math and science of becoming a top car sales pro. It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool. This is even more important in today's car sales climate where there are shortages. Your community must think about you first or you lose.
    Car Sales Success is a Recipe. When it comes to selling cars and becoming the Mayor of Carville in your commnunity, it's the truth! Success is a recipe. Often car sales people want fast results and are unwilling to put in the effort to see long-term gains.


    Like this show? Please leave us a review here -- even one sentence helps! Consider includi ng your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Nathan Hays
    If you enjoyed this episode with Nathan Hays, please let him know by clicking on the links below and sending him a message.
    Click here to thank Nathan Hays 

    • 34 min
    George Nenni: Mastering Google My Business For Car Dealers

    George Nenni: Mastering Google My Business For Car Dealers

    George Nenni is the founder of Generations Digital and is a highly-sought after expert when it comes to helping dealers eliminate advertising waste and maximize their marketing dollars. In this episode, George reveals practical tips for dealers to fully utilize Google My Business listings to win more business.
    What we discuss with George Nenni:
    Why Google My Business is a critical element for car dealers. It's free to have a listing, and when properly optimized, dealers can get massive exposure and soak up search results placements on Google search engine.
    Why 3rd party listing sites are still a good bet in today's vehicle marketplace. 
    Dealers should have multiple GMB (Google My Business) listings for each department. From fixed ops to body shops, sales and finance, dealers can leverage multiple listings to gain deep links to the various services they offer.
    Why dealers need to have a website even in 2021 and beyond. There is a lot of chatter about how dealer websites are going obselete with programs like Instgram shopping or Facebook shops and inventory listings, but your dealership website provides a critical marketing avenue to educate and build authority.


    Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

    Thanks, George Nenni!
    If you enjoyed this conversation with George Nenni, please let him know by clicking on the links below and sending him a message.
    Click here to thank George Nenni on LinkedIn 
    Click here to let Michael know about your number one takeaway from this conversation

    • 29 min
    The Power Of Influence w/ Shaahin Cheyene

    The Power Of Influence w/ Shaahin Cheyene

    Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales. 
    Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome adversity and rise to the next level. 
    Click here to listen to the full episode featuring Shaahin Cheyene

    • 5 min

Customer Reviews

4.9 out of 5
109 Ratings

109 Ratings

oliviabaker13 ,

A must-listen!

The Dealer Playbook is a must-listen for those in the retail automotive space! If you’re looking to level up your business, you’ve come to the right place. Engaging conversations, actionable tips, and insights into the industry abound. Can’t believe an incredibly valuable resources like this podcast is FREE! 🤩

ChrisJMartinez ,

True Professional

Michael asks good meaningful questions to get real information out of his guests. A true professional and on top of his game.

Port City Chiro ,

For more than just car dealers

Michael’s voice should be across every platform, as a voice of reason and someone who can ask tough questions and still make you laugh. Looking forward to more of this season!

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