The Dealer Playbook
The Dealer Playbook

Episode · 3 weeks ago

Fred Lennartz: What The Most Successful Car Sales Pros Do


Frederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred's mission is to help the automotive retail community be the very best it can be, and he's doing that by helping shift the way car dealers approach the road to the car sale.

In this episode, Fred shares how he works tactical sales strategies into a more caring, and service-oriented approach to working with car shoppers. Car salespeople who take the time to build relationships and show care and the desire to serve continually rise above the clutter and stand out in their communities.

Also a big thank you to Fred for his service in the United States Air Force where he worked as an aircraft mechanic on Michael's favorite fighter jet, The A10 Warthog. Listen carefully as Michael and Fred tie the fighter jet back to the automotive industry in a relevant and unique way. 

Noteworthy topics from this episode:

6:24 - Cater to what customers want, not what you want.

9:23 - Remove as many obstacles for the customer so it is easy for them to say yes.

17:59 - What creates the urgency of the car buying experience?

28:05 - Treat others the way they want to be treated.

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