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PODCAST

AutoKnerd

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

leisure automotive

All Episodes

9:13

Stop Addendum Crash

AutoKnerd ·

2025/12/11

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

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18:53

EP68: The Trust Leak

AutoKnerd ·

2025/12/04

We 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

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38:16

EP67 CTRL+ALT+INTRO

AutoKnerd ·

2025/11/27

This 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

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25:39

EP66: The EV Cover Up What Really Happened to the...

AutoKnerd ·

2025/11/20

AutoKnerd PodcastThe 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 behind closed doors • EV fear

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25:14

EP65: Emotional GPS: How to Catch Doubt Before It...

AutoKnerd ·

2025/11/13

When 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

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29:59

EP64: Every car deal has a heartbeat

AutoKnerd ·

2025/11/06

In 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

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25:12

EP63: Clarity Creates Commitment

AutoKnerd ·

2025/10/30

When 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

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28:25

EP62: The Rule of 7 – Presenting What Actually Matters

AutoKnerd ·

2025/10/23

Customers 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

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28:29

EP61: The Matchmakers Playbook

AutoKnerd ·

2025/10/16

In 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

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24:52

EP60: From Discovery to Direction: Turning Answers...

AutoKnerd ·

2025/10/09

Last 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,

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22:31

EP59: Never Ask THIS Question in Car Sales

AutoKnerd ·

2025/10/01

Are 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

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27:57

EP58: Shockingly Simple: Selling EVs with Confidence

AutoKnerd ·

2025/09/24

EV 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

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21:54

EP57 The Third Wheel - The Hidden Sales Influence...

AutoKnerd ·

2025/09/18

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

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20:11

EP56 - Turning Discovery into a Walkaround That Wins

AutoKnerd ·

2025/09/10

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

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16:33

EP55 – The Test Drive Trap: Discovery Isn’t a Checklist

AutoKnerd ·

2025/09/03

AutoKnerd Podcast — Selling Cars Starts With TrustWhat 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

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09:02

Closing Without Pressure: How to Finish Deals With Trust

AutoKnerd ·

2025/08/28

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

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15:47

EP53 Mega Commitment = Mega Commission

AutoKnerd ·

2025/08/21

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

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21:36

EP52 Micro-Yeses in Car Sales: Stack Small Wins to...

AutoKnerd ·

2025/08/14

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,

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38:40

AutoKnerd x The Bliss Podcast Interview Part 2

AutoKnerd ·

2025/08/08

“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

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27:36

EP50 - The Trust Equation: Empathy + Trust = SOLD

AutoKnerd ·

2025/08/07

🚗 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

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71 results

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