AutoKnerd

EP68: The Trust Leak

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 mistake that taught me how fragile trust really is
• Why vague answers, hedged tone, and “small guesses” hurt CX more than pressure ever could
• The emotional science behind trust erosion
• How to plug leaks using clarity, tone discipline, and predictable phrasing
• Simple fixes you can use on your next up
 
If your conversations ever feel like they slide in the wrong direction without warning, this episode will hit home.
 
 Free Tool of the Week: Trust Leak Detector 
I created a one-page tool that helps consultants identify the three most common leak points and rebuild confidence fast.
 
Download it here:
👉 Link to your AutoKnerd webpage with the tool 
 
Use it with your team, or keep it on your desk as a quick reset before every customer.
 
New episodes every Thursday.
If you find value in AutoKnerd, share this episode with another consultant or manager who deserves to build trust with less stress and more clarity.
Be kind out there, folks.

EP67 CTRL+ALT+INTRO

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 history, part hilarity, part industry insight, and fully AutoKnerd.
If you have ever wondered what really powers the biggest parade in America, and what breaks down along the way, buckle up. This is your festive deep dive into the tow trucks, floats, balloonicles, and behind-the-scenes heroes that make Thanksgiving morning roll.
 
A cozy, nerdy, joyful kickoff to the holiday season, AutoKnerd style.

EP66: The EV Cover Up What Really Happened to the Car They Did Not Want You to Have

AutoKnerd 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 behind closed doors
• EV fear and mistrust
• The scar customers still carry today
 
Most importantly, we connect this history to the conversations happening in dealerships right now.
Why customers hesitate.
Why EV myths spread so fast.
Why trust matters more than torque or technology.
 
If you sell cars, service cars, or lead a team in the dealership world, this episode gives you a fast, clear, human explanation of why EV conversations feel so emotional and how to handle them with confidence and empathy.
 
This week’s AutoShop tool is The EV Trust Decoder, your shortcut to turning EV fear into clarity your customers can feel.
Get the Tool! —> https://autoknerd.com/p/ep66

EP65: Emotional GPS: How to Catch Doubt Before It Kills the Deal

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 drift02:00 – The three signals of doubt06:00 – The 43:57 talk-listen rule09:00 – Scripts that rebuild trust13:00 – Department breakdown: BDC → F&I19:00 – Manager Challenge: Log one Confidence Save22:00 – Wrap-Up and Tools
Download the full EP65 Toolkit (Free to Dealer) at AutoKnerd.com

EP64: Every car deal has a heartbeat

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 the car (CDK Global)
69% call it the most crucial part of the buying journey (DealershipGuy)
80% say no online experience replaces a real drive (Urban Science)
 
Free Tool:
Download this week’s AutoShop Test Drive Passport — the step-by-step checklist for creating test drives that move metal.
👉 autoknerd.com

EP63: Clarity Creates Commitment

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 pause before talking
Teaching your team to earn commitment, not chase it
 
🧠 Want the matching training tools?
Download the Free & Pro AutoShop versions at https://autoknerd.com/p/63
 
AutoKnerd: Where Car Sales Grow Up.

EP62: The Rule of 7 – Presenting What Actually Matters

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 tool:
AutoKnerd Tool 062 – The Rule of 7 Walkaround Planner
→ https://www.autoknerd.com/tools
 
💌 Join the AutoKnerd newsletter for weekly tools, insights, and coaching resources. www.AutoKnerd.com
Every Thursday: one new episode, one new skill, one new reason to love the car business again.

EP61: The Matchmakers Playbook

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 communication
 
Listeners will gain a clear, data-backed method for creating personalized presentations that connect emotionally and convert confidently.
 
💡 Key Takeaways:
How empathy and proof turn discovery into persuasion
Framing presentations around emotion, not just logic
The “Matchmaker” mindset that top-performing consultants use
Real-world examples that drive higher CSI and customer loyalty
FREE TOOL -- 'The Matchmakers Playbook'
Tune in now to discover how to make every walkaround feel like a perfect match — for your customer and your sales goals.