In the automotive sales industry, most training focuses on lead generation, prospecting, or negotiation—but far too often, the critical moment of presentation and delivery  is overlooked. Step 3 of the $ix Figure Manifesto, known as the Presentation Secrets , is designed to change that. This is where ordinary salespeople transform into high-performing professionals who consistently close more deals, hold higher gross profit, and create loyal, satisfied customers. Why Presenta

As we move deeper into the year, dealerships start seeing a familiar shift. The new model-year vehicles are arriving, and the outgoing 2025 models are transitioning into post-model status. For many customers, this signals an opportunity to push for discounts, negotiate hard, or try to “game the system.” For salespeople, this can be a stressful time — or it can be the perfect opportunity to shine. The difference lies in mastering negotiation . Why Negotiation Is More Than Pric

Every successful automobile salesperson has one thing in common: they don’t leave their income to chance. They understand the numbers behind their success, they plan for it, and they execute consistently. That’s exactly what Step 7 in the Auto Dealership Academy system — Growing Your Business  — is all about. Known as the Dynamics Performance Matrix Calculator , or what we like to call the Dream Job Calculator , this step is where your dream job of selling cars becomes realit

If you’ve been in the car business for any length of time, you’ve heard it over and over again: “Follow the steps.” “Stick to the process.” “Don’t skip anything.” Sounds good in theory. But in the real world? It doesn’t work the way people think it does. Because today’s car buyer doesn’t follow your steps.And if you try to force them to… you’ll lose them. Let’s talk about what’s really going on — and how to fix it. The Modern Car Buyer Is Not “Just Looking” Here’s the first m

If you’ve ever looked into sales training for your dealership, you’ve probably asked the same question everyone does: “What exactly do we get?” And it’s a fair question. Because most training programs sound good on the surface — a workshop here, a speaker there, maybe a few videos — but when you really break it down… There’s a missing piece. Actually, there are two missing pieces : Consistency Real training (not just teaching) Let me explain. The Problem with Traditional Sale

There’s a misconception in the car business that success comes down to talent, personality, or “natural ability.” It doesn’t. Success in automobile sales comes down to executing the right activities—consistently and effectively—every single day. Recently, I had the opportunity to work hands-on with a dealership team that was struggling. The results weren’t where they needed to be. Confidence was low. Consistency was missing. But within a very short period of time—by focusing

As we move deeper into the final months of the year, there’s something crucial every salesperson must understand: this time of year, buyers are feeling pressure, but not all pressure is the same . Most shoppers aren’t just worried about price—they’re worried about missing out on the exact vehicle they want, right now . Here’s the reality: 2025 models  are scarce and likely gone, especially those with the hottest features or 0% financing. Buyers who hesitate will miss out. 202

Let me ask you something… How many times have you had a customer in front of you — they like the vehicle, the numbers are close, everything seems  right… …and then you hear: “I just want to think about it.”“I’m going to shop around.”“I’ll come back.” And they don’t. That’s not a traffic problem.That’s not a pricing problem. That’s a process problem. And more specifically… it’s a buyer-behaviour problem. The Real Reason You’re Not Selling on the First Visit Most salespeople ar

Identifying and adapting to the 4 Buyer Behaviors every car shopper exhibits. If you’ve ever felt like you were saying the right things  but still not connecting… or if some shoppers drain your time while others shut you down before you start… Thursday’s class is going to change everything. Here’s the preview: THE 4 BUYER BEHAVIORS (And how to instantly spot them so you can pivot your approach and close more deals.) Every shopper who walks into your dealership falls into one

🎙️ Podcast https://www.youtube.com/@autodealershipacademy/podcasts In this episode of the Auto Dealership Academy Podcast, Bill Harvey sits down with Dalton Gotting—one of the most impressive success stories to come out of the Academy. Just a few months ago, Dalton was averaging 8 vehicles per month , working hard but not seeing the results he knew he was capable of. After implementing the 3-Phase, 9-Step Buyology System , everything changed. Today, Dalton is consistently de

I know a lot of you are telling yourself stories this week. “Cyber Monday distractions…” “Holiday season coming… people are focused on gifts not cars…” “Advertising’s off, showroom traffic’s down…” And maybe a few of you even believe that hitting 15 this month is a stretch — so 10’s all you aim for. Let me stop the excuses right there. Reality check — the data says there ARE  sales happening right now Across North America, auto-sales volumes have rebounded. In Canada, Q4 sale

This is one of the most important skillsets in your entire sales career: The 8 Activities That Lead to the Sale. This is the real  sales funnel— your  funnel.Not the advertising funnel… not the OEM campaigns… not the promotions you have zero control over. I’m talking about the moment someone lands in front of you—whether intentional traffic driven in by marketing, or unintentional traffic you generated through your influence, reputation, and follow-up. Once they appear in you

This time of year, you cannot afford to lose sales . Traffic might be inconsistent.Shoppers might seem distracted.Decision timelines might feel longer. But here’s the truth that matters most right now: Every shopper is a buyer. The sale is already there—you just have to take your time and guide them through the activities that lead to it. This week inside the Auto Dealership Academy, we’re focusing on one of the most misunderstood (and most powerful) parts of the sales proces

If there is one  predictable constant in automobile sales, it’s this: This month and next month are historically the slowest months of the year. It happens every single year—without fail. And while the market may slow down, the bank doesn’t accept “it’s a slow month”  as a deposit. That’s exactly why this blog at the Auto Dealership Academy is focused on one of the most important skills a salesperson can master: Prospect Harvesting – how to chase down the unintentional buye

Let me start with something that might feel uncomfortable at first—but stay with me. Most salespeople don’t lose deals at the close. They lose them long before  the close ever shows up. If you’re hearing things like: “I just want to think about it.” “I’m in no rush.” “Maybe in the spring… or next year.” “Let me talk to my spouse / kids / mechanic / advisor.” Those aren’t objections  in the traditional sense. They’re symptoms. Symptoms of a deal that was never fully set up  to

Let me ask you something—and be honest with yourself for a second. Have you ever walked away from a deal knowing  the customer outmaneuvered you? They said: “Your price is too high.” “Another dealer will do it cheaper.” “I love the car, I just don’t pay retail.” “The payment’s too much.” “You’re not giving me enough for my trade.” And even though you felt  something wasn’t adding up…you still gave ground. You discounted.You stretched the deal.You sacrificed gross. And after

This Auto Dealership Academy Module is one of the most important sessions in our entire system. Not because it’s “motivational.”Not because it’s inspirational. And not because it’s another pep talk about “working harder.” This is Step #9  of our Three Phases, Nine-Step System  — the step that turns effort into personal performance . If you’ve ever felt: bored at work overwhelmed by everything you should  be doing exhausted from the constant grind of prospecting, follow-up, an

Auto Dealership Academy Followers, This training on Buyer Behaviors is not theory. It’s leverage. And it’s been sitting in plain sight for over 100 years. In How to Win Friends and Influence People, Dale Carnegie teaches that if you want to increase your influence, prestige, and ability to get things done, you must learn to make friends quickly and easily. In car sales, that means this: If the customer doesn’t like you…They won’t trust you.If they don’t trust you…They won’t b

Walk into almost any dealership and ask a salesperson: “How many cars are you going to sell this month?” You’ll hear answers like: “Hopefully 10…” “I’m aiming for 12…” “Depends on traffic…” That’s not a plan. That’s a guess. And in this business, guessing is expensive. The Problem: No Blueprint, No Control Most automobile salespeople operate without a clear roadmap. They show up, wait for ups, handle a few calls, and hope things fall into place. But hope is not a strategy. If

Most automobile salespeople are busy all day… yet still struggle to convert shoppers into buyers. Why? Because most interactions start with the weakest sentence in the car business: “Can I help you?” It’s well-intentioned… but it immediately positions the salesperson as an assistant instead of the authority. And here’s the irony. Consumers actually trust the salesperson more than almost any other source  when buying a vehicle — more than websites, more than advertisements, an