Welcome to VIP: Mastering the Reverse T.O. for Exceptional Customer Engagement
Release Date: 09/17/2024
The Rise of Call-Driven Car Buyers: Why Phone Systems Are Dealerships’ New Priority with Reuben Fine, CallRevu
Dealer Talk With Jen Suzuki
In this episode, I sit down with Reuben Fine, who leads OEM partnerships at CallRevu, to dive into a critical yet often overlooked aspect of dealership success: phone calls. Did you know that 30-40% of dealership calls go unanswered? That’s a staggering number of missed opportunities that could dramatically impact sales and service outcomes. Reuben and I explore how dealerships can leverage technology, recorded calls, and insights to transform their phone handling processes. We discuss how OEMs are evolving their approach by collaborating with tech partners to improve phone efficiency, sales...
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From Data to Deals: Leveraging Technology for Sales Success with Mary Catherine Kenny, automotiveMastermind
Dealer Talk With Jen Suzuki
In this episode of Dealer Talk with Jen Suzuki, we welcome back Mary Catherine Kenny from automotiveMastermind. Fresh off being named to Auto Remarketing's prestigious 40 Under 40 list, Mary Catherine dives into how automotiveMastermind is transforming dealership sales processes with their innovative tools, including a redesigned customer deal sheet, enhanced Behavior Prediction Score, and new mobile capabilities. We explore the buzz around AI in automotive retail, the importance of nurturing loyalty through actionable data, and how technology empowers—not replaces—sales teams. Plus, hear...
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The Risk Factor: Closing More Deals in Sales and Service with Jen Suzuki
Dealer Talk With Jen Suzuki
In this episode, I dial into tackling one of the most overlooked yet powerful tools in your sales and service conversations: risk. Knowing how to talk about risk with your customers isn’t just a nice-to-have—it’s essential for showing value, solving problems, and closing deals. We’ll cover: Why identifying and explaining risk is crucial in every customer interaction. Real-life examples for sales and service teams that showcase exactly what to say and how to say it. How to use risk to connect the dots between problems and solutions, making your presentations stronger and your...
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Leading with Purpose: Rita Case on Automotive Excellence and Community Impact
Dealer Talk With Jen Suzuki
So grateful to share time with Rita Case, a prominent figure in the automotive industry, best known for her leadership in the Rick Case Automotive Group, which she co-founded with her late husband, Rick Case. Together, they built a successful dealership network recognized for its commitment to customer service and community involvement. Rita shares her history as a pioneer in bringing brands like Honda into the US car market. She's been a dealer for 48 years! Find out an interesting story about her views on being the only women in the room especially in a leadership role. She shares her...
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Unlocking Loyalty in Service & Sales | Easy Tactics for Lasting Impresions
Dealer Talk With Jen Suzuki
Welcome back listeners! This is a quick yet impactful class tailored for everyone working in dealerships—both in sales and service. As competition heats up, creating a standout customer experience is more critical than ever, and I'm here to share actionable tactics that you can implement immediately to enhance relationships and drive loyalty! Let’s get it! Listen in as I explore the power of client history and its role in nurturing loyalty while boosting your bottom line. I’ll reveal key strategies for Service Advisors to connect with customers effectively, ensuring they feel...
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Direct to You: How Autosled is Changing Car Transport for Everyone Including Alex Snyder!
Dealer Talk With Jen Suzuki
Join us for an cool episode featuring two industry game-changers: Dave Sperau, Founder and Chief Revenue Officer of Autosled and Alex Snyder, CEO of FRIKINtech and President of Dealer Refresh. In this episode, we dive into the revolutionary world of transportation in the automotive industry, led by Autosled's remarkable growth. Dave shares his inspiring journey from car dealer to innovator, driven by his frustrations with inefficiencies in the vehicle transport process. Discover how he developed an app that streamlines billing, vets drivers, and provides real-time tracking—akin to the Uber...
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Boost Your Car Sales: How Call Evaluation Drives Dealership Success with Jen Suzuki
Dealer Talk With Jen Suzuki
In this episode, I get into the power of evaluating recorded sales calls—an often overlooked yet incredibly effective tool for driving more deals in automotive sales. I’ll share my personal journey into car sales, where I learned that phone calls were the true goldmine for lead generation, not just waiting for walk-ins. As the founder of the first internet sales training company, I’ve seen firsthand how dialing in on your phone process can make all the difference. Sales calls is how I built my business selling cars! You'll learn how listening to and evaluating calls can directly impact...
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Unnoticed Problem Areas in Dealership Marketing: How Lindsey Shaker Finds the Sales
Dealer Talk With Jen Suzuki
Showroom traffic may be down, but the deals are still there—if you know where to look. In this episode, Lindsey Shaker, Marketing Director at Shaker Automotive Group, reveals her problem-solving mindset and the hacks she uses to uncover hidden opportunities that many dealers miss. If you’re wondering why your dealership isn’t seeing the foot traffic you expect, this conversation is for you. Lindsey dives into the often-overlooked areas in dealership marketing, from phone systems to call tracking, and explains how small gaps in these processes can have a big impact on your sales. She...
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Top Dealer, Rob Cochran's Vision for Automotive Excellence
Dealer Talk With Jen Suzuki
In this episode, I sit down with Rob Cochran, Chairman & CEO of Cochran Automotive Group, 39th largest dealer group in the nation, to dive into the future of the automotive industry and the critical changes dealers must embrace. Rob has also been on the NADA board since 2020 and is the upcoming 2025 Vice Chairman and 2026 Group Chairman. Rob sheds light on the government mandates, OEM conformity, and digitalization that are reshaping the landscape. From ADAS and autonomous driving to the impact of China on global OEMs, Rob explains how the industry is evolving and why the focus must...
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Selling Your Credibility: The Key to Successful 🚙 Sales!
Dealer Talk With Jen Suzuki
In this episode, I dive deep into a crucial yet often overlooked aspect of the sales process: the importance of teaching salespeople how to sell their own credibility. When engaging with potential buyers, establishing trust and demonstrating expertise is paramount. Many sales professionals struggle with this, but it’s essential for building meaningful connections and fostering a customer-centric approach. Join me as I explore strategies for establishing credibility, highlighting your expertise, and forging personal connections that resonate with buyers. We’ll discuss the power of a...
info_outlineGeneral Managers, Desk Managers and Sales Teams! Learn how to execute the reverse T.O. and set the tone for a car deal, a solid review and a repeat client!
In this episode, I teach the art of creating a warm and welcoming atmosphere for car buyers through the innovative concept of the reverse T.O. General managers and sales managers this is the vital act that first impressions play in the sales process.
Discover how to make every customer feel like a VIP from the moment they step into the dealership. We’ll discuss the importance of personal connections, immediate engagement, and how to effectively represent your dealership and brand. Learn actionable strategies to ensure that customers feel anticipated and valued, transforming their experience into one that feels tailored just for them.
We’ll explore the power of prior customer research and how it allows managers to initiate meaningful conversations that make customers feel like gold. When sales managers introduce customers to their salespeople while sharing insights about the preparation that went into their visit, it not only boosts the credibility of the salesperson but also enhances the overall value of the team.
This episode is packed with practical tips and real-world examples that will empower managers to kick off every car deal in the most favorable way. By mastering the greeting, managers can set a positive tone for the entire sales process and demonstrate their commitment to the success of each salesperson on their team.
Listen in to level up your skills in customer engagement and learn how to build value at hello—because the first impression truly makes all the difference!
Dealer Talk with Jen Suzuki Podcast |[email protected] | 800-625-1590 | edealersolutions.com
🔥Check out our sponsors!🔥
LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability.
CallRevu.com is the leading automotive communications intelligence platform, offering call monitoring and call analysis, with technology optimized for sales, service (fixed ops) and marketing.