AutoKnerd

EP48 – Quiet Confidence: The Close That Doesn’t Push

In this episode of AutoKnerd, we flip the script on what it means to be a strong closer in automotive sales. Forget the fast-talking, pressure-heavy tactics. Instead, we explore the power of quiet confidence—where calm presence, deep listening, and strategic silence close more deals than any flashy pitch ever could.
 
Grounded in behavioral science, neuroscience, and real showroom stories, this episode breaks down why confident sales consultants don’t chase… they anchor. You’ll learn how posture, tone, and empathy can build trust faster than any word track. Plus, hear how a zipper-smiled robot named Sprocket models the kind of calm that sells cars (and earns referrals).
 
Whether you’re new to the lot or twenty years in, this one will sharpen your mindset and your skillset.
Quiet isn’t weak. It’s lethal—when used with care.

EP47 Ego is the Enemy of Trust: How Sales Consultants Self-Sabotage

Subscribe to the Saturday Morning Autoknerd Dispatch!! Get Saturdays started off in the right headspace! www.AutoKnerd.com---------Every car deal lives or dies on trust—and nothing kills trust faster than unchecked ego.
 
In this episode, Andrew breaks down how ego creeps into the sales process, hijacks your mindset, and quietly drives customers away. You’ll hear real-life stories, psychological insights, and tactical steps to recognize and dismantle ego in the moment. Whether you’re a seasoned pro or new to the floor, this is a masterclass in staying grounded, humble, and effective.
 
✔️ What ego really looks like in a dealership
✔️ How to shift from defensive to empathetic
✔️ The difference between confidence and control
✔️ Why humility is your strongest close
 
If you’ve ever lost a deal and blamed the customer… this one’s for you.

The Light Inside: Selling with Illumination

Interior lighting isn’t just about looking good. It’s about feeling right.
In this episode of AutoKnerd, we explore how dome lights, ambient strips, and glowing dashboards influence buyer behavior, emotional connection, and brand identity. We dig into the neuroscience of lighting, why your brain relaxes when the cabin glows just right, and how that moment of comfort can turn a maybe into a yes.
You’ll learn:
• How car brands use lighting to build emotional signatures
• The brain science behind ambient lighting and customer stress
• Real sales scripts that connect lighting to lifestyle
• Mercedes vs. Tesla vs. BMW – who’s winning the glow war
• Tactical demo techniques that make lighting part of your close
• Why lighting improves reviews, retention, and resale
We also call back to one of the most powerful moments from EP29 to remind you that the customer journey starts before the drive. It starts with how the car makes them feel.
Flip the switch, hit play, and let’s talk about the one feature most consultants forget to turn on.
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EP45 - Remember What We Forgot

🚀 Ready to turbocharge your sales game? Introducing AutoKnerd Dispatch—your ultimate weekly dose of insider strategies, real talk, and soul-driven encouragement for car enthusiasts who sell with passion. Not just a newsletter—it's your VIP pass to exclusive podcasts, YouTube drops, and the legendary Saturday Morning Booster to keep your mindset sharp and unstoppable. Subscribe now and shift your hustle into high gear! 🔥
https://autoknerd.com/

EP44 - Trust is the Transfer of Confidence

WE NOW HAVE A WEEKLY NEWS LETTER!!! Subscribe for the Saturday Morning OttoShift Tool DropClick HereBefore your customer buys the car… they buy you.
 
In this episode, we break down why trust is the real engine of the sales process—and how your confidence becomes the customer’s confidence. We explore the neuroscience of trust, the psychology of decision-making, and the very human truth that people don’t just buy vehicles—they buy the person guiding them through the process.
 
You’ll hear:
 
Why trust builds faster than you think (or breaks even faster)
How to use confidence, clarity, and empathy as selling tools
What the brain needs to say “yes”
Real stories of trust-building wins and facepalm-worthy fails
 
 
Whether you’re new to the floor or a seasoned closer, this one will sharpen your edge and reconnect you to what really sells: you.
 
🎙️ Stream it now.
🎧 AutoKnerd is where car sales get smarter, funnier, and more human.

EP43 – So Long, and Thanks for All the Leads

Ever wonder how many deals you’ve lost—not to your competition, but to your own silence?
In this heartfelt and slightly cosmic episode, Andrew takes you on a journey through the CRM graveyard—where forgotten leads float in digital limbo, waiting for a call that never comes. With empathy, dry humor, and brutal honesty, we unpack why most dealerships don’t lose sales to other stores—they lose them to slow follow-up, poor timing, and CRM neglect.
You’ll learn:
Why responding within 5 minutes makes you 21× more likely to start a sales conversation [1]
How to use the “Text → Call → Email” approach for real engagement
The mindset shift from chasing leads to stewarding trust
Redemption scripts to win back customers you thought were gone
And how to stop ghosting the very people who asked for your help
Because it’s not just about leads—it’s about legacy.
 Music Credits:
“Viral Energy (Pop Fashion Sports Dubstep) – Promo Reels” by FASSounds, via Pixabay Music
“Best Time – Advertising Vlog Hip-Hop” by FASSounds, via Pixabay Music
Sources:
HubSpot Sales Blog – Speed to Lead Research
Automotive Ventures – Lead Response Time Study
InsideSales Lead Response Study – 391% conversion bump
LeadResponseManagement.org – First responder wins 78%
HubSpot Sales Report – 80% of sales need 5–12 follow-ups
Contact: Andrew@AutoKnerd.com
 

EP42 – The Answer to Car Sales, the Universe, and Everything

Why do people really buy cars? In this interstellar episode of AutoKnerd, we take a galactic detour through Maslow’s hierarchy of needs—exploring how each customer is actually chasing security, status, connection, or even self-actualization when they step into your showroom.
Inspired by The Hitchhiker’s Guide to the Galaxy, this episode layers cosmic humor over serious insights, giving sales consultants, managers, and CX nerds a fresh way to decode buyer behavior and deliver unforgettable experiences.
🪐 Topics Covered:
– Maslow’s pyramid for car buyers
– How to read customer motivation like a star chart
– Real-world scripts tailored to each need tier
– “AutoKnerd Guide to the Dealership Galaxy” entries you didn’t know you needed
 
Don’t panic. Just press play.
Contact: Andrew@AutoKnerd.com

The Closing Hack Nobody Teaches: Customer Validation

Welcome to AutoKnerd, where car sales gets smarter, funnier, and a whole lot more human. In this episode, we’re diving into the real secret sauce of selling cars: customer validation. Spoiler alert: it’s not about stamping a parking ticket or dropping prices like confetti.
Host Andrew Sardone unpacks what it actually means to earn trust, ask the right questions, and build connections so strong they convert anxious browsers into confident buyers. You’ll hear:
• A firsthand story of how listening beat discounting
• Why trust-building can literally double your close rate
• Three validation scripts that actually work
• What 76% of customers don’t trust about dealerships — and how to flip it
• And why empathy is still undefeated in the sales game
Whether you’re new to the floor or managing the whole store, this episode delivers the mindset, language, and tactics that make you unforgettable to your customers — and unstoppable in your numbers.
Validation isn’t a magic trick — it’s a skill. And today, you’re leveling up.