Skip to main content
Car Sales: 101

Car Sales: 101

By Tony Storie
A step-by-step guide on how to start in the automotive industry. Along with working your way to the top!
Listen on
Where to listen
Apple Podcasts Logo

Apple Podcasts

Breaker Logo


Castbox Logo


Google Podcasts Logo

Google Podcasts

Overcast Logo


Pocket Casts Logo

Pocket Casts

RadioPublic Logo


Spotify Logo


Stitcher Logo


Be A True Professional: Episode #124
Don’t be an order taker and be the true professional you are!
January 23, 2021
Truth And Lies‼️: Episode #123
When faced whether to tell the customer the truth or lie to get them in the door 🚪 is 🆙 to you.
October 17, 2020
Just Some Thoughts 💭: Episode #122
Had some thoughts 💭 on my mind 🧠 I thought I should share...
August 16, 2020
How Do A Make An Outbound📱Phone Call?: Episode #121
Smile 😃 and Dial 📱‼️ That is the key to winning at mastering phone calls‼️ Oh yeah, So will this Podcast‼️
August 12, 2020
What A Car 🚗 Salesperson 👨‍💼👩‍💼 Should Look 👀 Like: Episode #120
Don’t think 🤔 you have to be a certain way to be successful‼️
July 22, 2020
Why Learning The Tools 🛠 You Have Are Important: Episode #119
You can dig a 10’ hole 🕳 with a spoon 🥄 but it is not the most effective way.
July 18, 2020
Work Life Balance⁉️: Episode #118
There is not one ☝️ size fits all but this is my take on it.
July 15, 2020
Is That A Reflex⁉️: Episode #117
When a customer says something that makes no sense 🤔
July 10, 2020
Don’t Have A Defeatist Attitude‼️: Episode #116
Get the poison ☠️ out of your head and listen 👂 to this podcast to win the day‼️
June 27, 2020
Update, Dealer Adds, And A Rant‼️: Episode #115
Just wanted to update everyone. What to do about dealer adds and a rant to all you negative 👎 people.
June 20, 2020
Interview With Adam Ricard: Episode #114
My 1st ☝️ interview and it was awesome 😎 Big shoutout to Adam and sharing his journey in the car 🚗 business‼️
June 3, 2020
Just Got Promoted To The Internet Department‼️: Episode #113
Just got promoted! Congratulations! Now this is how you do business in the Internet department.
May 21, 2020
How Do I Hold Gross 🤔?: Episode #112
You have to earn the gross that you think 🤔 you are entitled too‼️
May 13, 2020
Don’t Be Embarrassed😞Be Proud To Be A Salesperson👨‍💼👩‍💼: Episode #111
Be proud of being what you are as a salesperson and the industry that you represent!!!
April 26, 2020
The Death 💀 Of The Desk Manager: Episode #110
Learn to be better than your current position!
April 9, 2020
Cut The Fat And Streamline: Episode #110
In these time and all others you need to run lean and clean 🧽
April 3, 2020
Don’t Just Kick 🦵 Your Feet Up!: Episode #109
Get your feet 🦶 back on the ground and get back to work.
March 30, 2020
What’s Next?: Episode #108
What is next for you and your dealership?
March 26, 2020
Don’t Celebrate 🎉 The Small Victories: Episode #107
Celebrate the large victories and build your pipeline in the process.
March 9, 2020
Should I Stay Or Should I Go🤔?: Episode #106
Listen before you jump ship.
March 5, 2020
Positive + Or Negative -: Episode #105
Maintain a positive mindset even when everyone is being negative.
March 2, 2020
Creating Good Habits: Episode #104
Be proactive instead of being reactive!
February 24, 2020
Train Not To Be A Robot 🤖: Episode #103
When training go back to when you were a salesperson 👩‍💼 👨‍💼 When learning, learn with an open mind.
February 19, 2020
Confidence Sells: Episode #102
Believe in yourself first.
February 17, 2020
They Don’t Always Know What You Know: Episode #101
Lead by example and be patient.
February 13, 2020
Problems, Solutions, and Relationships: Episode #100
Build a relationship and solve somebody’s problem along the way.
February 8, 2020
Hello📱??? When, What, and How You Should Follow Up: Episode #99
The simple and easy basics on how to follow up with a customer, with a little bonus piece at the end.
February 5, 2020
What To Do When It Is Slow and Some Rambling: Episode #98
Keep yourself busy and other thoughts.
January 22, 2020
What If They Don’t Close The 1st Time?: Episode #97
What to do when they don’t buy right away.
January 18, 2020
Skating ⛸ and Handshake 🤝 Turns: Episode #96
How to protect yourself from skating and no handshake 🤝 turn allowed‼️
January 16, 2020
Character(Do you have it?): Episode #95
Do what’s right when no one ☝️ is looking!
January 13, 2020
Text Me All The Info⁉️: Episode #94
Should you or should you not text all the information???
January 8, 2020
Isolation‼️ Episode #93
What is the true objection? Once you find that out you can close the deal!
January 4, 2020
Listen 👂 To Listen 👂: Episode #92
Make sure you are listening to listen and not listening to argue back.
December 25, 2019
Stop 🛑 The Sales Stigma: Episode #91
Don’t be Sleezy be a Salesman 👨‍💼‼️
December 12, 2019
My Manager Said...: Episode #90
I promise your manager has your best interest in mind. Make sure you listen to them and utilize them when you can.
November 23, 2019
Why and How to Use Video 🤳: Episode #89
Where have I been? Also, why, when and how to use video. Lots of good stuff!!!
November 20, 2019
Out Work Everyone!: Episode #88
Don't settle for average or the bare minimum to perform. Go above and beyond and work harder than everyone else.
November 4, 2019
Train For Retention!: Episode #87
Training is so important for retention, culture, and customer service. Be a positive force during training. Also, sorry at the end for the interrupted recording.
October 9, 2019
Get Out Of Your Own Head!: Episode #86
You are your own worst critic... But you can be your very own cheerleader... That is up to you!
October 7, 2019
Workflows and Videos!: Episode #85
Create a workflow to maximize your time and database. Also, make sure to make videos for your customers so that you stand out amongst all the other salespeople.
October 2, 2019
Collecting Golden Nuggets: Episode #84
Building Rapport is key to closing any customer.
September 21, 2019
What Gossip?: Episode #83
Don’t get involved in all the drama and gossip! Rise above it.
September 18, 2019
What’s Your Excuse?: Episode #82
Stop 🛑 making excuses for you complacency! Problem solve and make solutions instead!
September 16, 2019
When You Get Off Track...: Episode #81
When you get off track you have to go back to the basics!
September 11, 2019
This Is The Best Close Ever!: Episode #80
Sometimes letting the customer talk is the best close ever. They will tell you how they want to buy the car. They will tell you all the reasons they want to buy. You just need to listen.
September 7, 2019
Plant 🌱 The Seeds: Episode #79
Instead of giving your major focus on the low hanging fruit 🍎 Focus on the deals that you have to plant seeds and work.
September 4, 2019
Empty The Tank!: Episode #78
When starting out the month have full tank in your system and make sure to empty it out!
September 2, 2019
There Is No Secret: Episode #77
It takes hard work and dedication. I promise there is not secret sauce to selling cars.
August 29, 2019
Sometimes We Got To Start Over: Episode #76
I am back in two different ways. I am back at recording my podcast and back at Legacy Ford!
August 26, 2019
Are You Living To Your Full Potential?: Episode #75
Give it you all, all the time!!!
August 12, 2019
Customer Service Sells!: Episode #74
Sorry for the late podcast but there is no secret. Customer Service Sells!
July 23, 2019
Honesty Is The Best Close: Episode #73
Being honest will always be the best close.
July 20, 2019
Moving Up The Ladder: Episode #72
Wanting to get promoted? These aren’t the exact ways but they will hopefully work.
July 17, 2019
Practice What You Preach!: Episode #71
Be the example.
July 15, 2019
I Ain’t Got No Money 💰 Down!: Episode #70
How to overcome the objection of no money 💰 down.
July 13, 2019
Don’t Be Scared 😱 To Go Digital!: Episode #69
So the title might not fully describe this episode. But set yourself apart and don’t be scared 😱!!!
July 10, 2019
Don’t Let Anyone Kill 🔪 Your Dreams: Episode #68
If you have a dream go after it no matter what anyone says.
July 7, 2019
My Current Situation and What I Learned: Episode #67
Just a little episode of what happened to me and what I learned. Enjoy 😉
July 3, 2019
Manage Your Expectations: Episode #66
Learn to manage your expectations of both your employees and your customers.
July 1, 2019
Be Willing To Learn: Episode #65
Check your ego at the door and become a student.
June 20, 2019
You Buying Today?: Episode #64
Build value and a relationship before asking for a commitment!
June 15, 2019
CSI in a Nutshell: Episode #63
CSI is very important. This episode breaks down a lot of the things that go into CSI.
June 12, 2019
Lift Those Up Around You!: Episode #62
Instead of withholding information ℹ️ share it freely and lift those up around you.
June 9, 2019
What is Transparency?: Episode #61
Is transparency the new cliche word or is it real? This episode breaks the answer to that question down.
June 8, 2019
Where Have You Been & Attention to Detail: Episode #60
A quick little story of why I took a break and how attention to detail will set you apart from the rest and make you more successful!
June 5, 2019
Build the Pipeline: Episode #59
Don’t be stuck in the rut with instant gratification. You have to work your customers and build the pipeline!
May 20, 2019
Another Voice: Episode #58
Sometimes it’s not what you say but how you say it. And even then it is not how you say it but who says it.
May 18, 2019
Current State of the Car Business, Customer Service, and Selling Used Cars: Episode #57
A lot to fit in to one episode but I did it. The primary focus is on selling used cars. Sit back and relax and give it a good listen 👂.
May 15, 2019
Make Sales Your Obsession: Episode #56
If you are going to be in sales, be in sales. Make it your obsession!
May 12, 2019
Learn To Let Them Go...: Episode #55
Sometimes you have to let a customer go to let them come back and sometimes you just have to fire a customer.
May 11, 2019
Work Life Balance: Episode #54
Trying to find that work life balance?
May 9, 2019
Follow Me: Episode #53
Having trouble getting the customer in the dealership. Give this episode a listen 👂.
May 4, 2019
Focus: Episode #52
Focus on your day-to-day task.
April 30, 2019
Are you creating your own objections?: Episode #51
Sometimes in the car 🚗 business we create our own objections or we make some objections more than what they should be.
April 27, 2019
Internet Leads 101(Part 3 of 3 I Think 🤔): Episode #50
This is not the final installment of internet leads. However, I will probably get more granular throughout more episodes.
April 26, 2019
Don’t Give Up!: Episode #49
When you are not having the month you thought you should have don’t give up and push through it.
April 22, 2019
Internet Leads 101(Part 2 of 3 Maybe?): Episode #48
This is a the second part of probably a 3 part series on internet leads. Sit back and take notes 📝.
April 17, 2019
Don’t Say That!: Episode #47
When it comes to a customer sayin that they narrowed there search down to a couple brands, always tell them that they made some good choices instead of talking bad about the other manufacturers.
April 13, 2019
Internet Leads 101(Part 1 of ?): Episode #46
So people always think 🤔 that internet leads are the way to go. But in our industry they are so miss managed that no wonder the closing percentage is so low. I am doing part one of I don’t know how many episodes to dive a little deeper into internet sales.
April 10, 2019
Focus on you!: Episode #45
Focus on what you can control and forget all the other BULL$HIT!!!
April 8, 2019
Never Ghost 👻 Ride!: Episode #44
Make sure to always go on the test drive with your customer. Ghost 👻 riding your customer could cost you more than you think 🤔.
April 6, 2019
Desk Manager or Pencil ✏️ Pusher?: Episode #43
Are you a desk manager or a pencil ✏️ pusher? Are you teaching your staff? Are you just hiding behind the desk? You decide.
April 3, 2019
Sandbags and Surveys: Episode #43
Don’t sandbag deals if you don’t want them sandbag for you one day. Ask and beg for a good survey.
April 1, 2019
No subject, Just all over the place🤪: Episode #42
Just a little podcast that is all over the place.
March 30, 2019
Service to Sales: Episode #41
Sales sells the first car service sells the rest! The service department is your best friend so use them!
March 28, 2019
Path of Least Resistance...: Episode #40
The path of least resistance is what we often choose. But is not the right answer. Do the right thing every time.
March 25, 2019
Make them lick 👅 the paint!: Episode #39
Stuck on price or payment? Do a second walk around or demo drive and resell the vehicle!
March 16, 2019
How to explain a lease better to your customer!: Episode #38
Do you know how to present a lease? Are you not comfortable presenting a lease? With this episode you will learn and feel more comfortable about presenting a lease. Listen and enjoy!
March 14, 2019
The Dealership Doesn’t Owe You Anything!: Episode #37
Remember that the dealership provides you everything rent free. You are not entitled to anything.
March 11, 2019
What’s my interest % rate 🙄?: Episode #36
When you get hit with the good ole’ “What’s my interest rate question?”
March 9, 2019
Browbeating does nothing for the salesperson: Episode #35
When you constantly put down your staff you are not accomplishing anything. Train you team!
March 6, 2019
Don’t think 🤔 about quitting!: Episode #34
When you think 🤔 quitting DON’T! Be proactive instead of reactive!
March 4, 2019
I need to go home 🏠 to think 🤔 about it...: Episode #33
When you get hit with I have to think about it and don’t know what to say.
March 2, 2019
What do I during down time?: Episode #32
Do these simple things during down time to set yourself apart from everyone else. Also, my wife called while recording. Sorry for the little recording issue.
February 28, 2019
Value your time⏳: Episode #31
Don’t waste your time on stupid people. Value your knowledge and time!
February 25, 2019
I need to talk to someone?: Episode #30
When you have no other objection and the customer needs to go talk to his second cousin mother in order to make this purchase.
February 23, 2019
Referrals and CSI: Episode #29
Referrals and CSI are the heart of this business.
February 20, 2019
Tuesday Tips - Don’t Discount Your Skills: Episode #28
A little bit of a Rant... Do not discount your skills!
February 19, 2019
The Trade Is Worth More!: Episode #27
When a customer wants for their trade, use a few of the examples here to overcome that objection.
February 16, 2019
Know Your Product: Episode #26
Make sure to get certified on the product you are selling. Buy in to the training. Don’t walk away from the videos. Watch and learn. Don’t sell your customers short due to your product knowledge.
February 13, 2019
Motivational Monday - Do you deserve it?: Episode #25
Do you really deserve to sell cars 🚗? Do really deserve to ask for all the money 💵? Ask yourself that question!
February 11, 2019
The price is... “What😵?”: Episode #24
A few comebacks to a usual objection in the car business. The price is not always to high when you break it down for the customer. Enjoy!
February 9, 2019
Self Evaluate for More Sales: Episode #23
Before you start blaming everyone for the reason why you didn’t sale that customer a car. Self Evaluate what you did and tweak to become better.
February 7, 2019
Motivational Monday-Why did you go to work?: Episode #22
Decided that a good start to the week might help those of you that need a little uplifting and refocusing from the Sunday Funday.
February 4, 2019
Hero to Zero: Episode #21
Good job on finishing out the month and kicking ass. You are a Hero but the new month means you are back to Zero! Do not let your foot off the throttle. Start out killing this month!
February 2, 2019
Consistency is Key: Episode #20
Almost every time in sales we try to develop our own process and cut corners. With this episode I tell you how being consistent is faster and much more effective.
January 30, 2019
Half Deal is Better Than No Deal: Episode #19
Sometimes in the car business it is better to get a half deal than no deal. This episode gives a few reasons why finding someone you trust will help you versus doing it on your own will cost you.
January 26, 2019
Use the CRM religiously!: Episode #18
Use the CRM as a tool and a weapon. It is not there to micro manage but to time manage. What you put in you will get out.
January 23, 2019
Toxic Tea Party: Episode #17
Your network is your net worth! When you hang around the crowd that complains you will complain. When you hang around success you will be successful.
January 19, 2019
Follow up is Key: Episode #16
I know you don’t want to hear this but you are not going to sell everybody on the first visit. That is why follow up is a must. This episode tells you why, how, and what to expect.
January 16, 2019
Appointment Please?: Episode #15
Be a professional in the car business. Start working by appointment vs. seeing what just happens. Be proactive instead of reactive.
January 12, 2019
Shadowing = Success: Episode #14
The 3 reasons you should shadow the elite in the car business. And why it will lead to your success!
January 9, 2019
Rest is for the Weak?: Episode #13
Kill it while everyone is complaining about how slow it is...
January 8, 2019
Happy New Year: Episode #12
Just a quick little podcast recording wishing everyone a Happy New Year! Rest is for the weak!
January 4, 2019
Steps to the Sale Part 5: Episode #11
This podcast is going to be the last and final part of a five part series. It will basically break down all the steps to the sale. This episode gives an in-depth explanation of Delivery of the Vehicle and After the Sale and After the Sale: No Sale.
December 30, 2018
Merry Christmas: Episode #10
Just a quick little podcast recording wishing everyone a Merry Christmas! Get ready because this week is going to be crazy!!!
December 26, 2018
Steps to the Sale Part 4: Episode #9
This podcast is going to be part four of a five part series. It will basically break down all the steps to the sale. This episode gives an in-depth explanation of Closing the Deal and A Proper Turn Over to F&I along with a Tour of the Dealership.
December 23, 2018
Steps to the Sale Part 3: Episode #8
This podcast is going to be part three of a five part series. It will basically break down the all the steps to the sale. This episode gives an in-depth explanation of the Test Drive and Presenting the Terms of the Sale.
December 12, 2018
The Intro Into Car Sales: 101 (Listen to this Podcast 1st)
Intro into Car Sales: 101 (Listen to this Podcast 1st)
December 12, 2018
Steps to the Sale Part 2: Episode #7
This podcast is going to be part two of a five part series. It will basically break down the all the steps to the sale. This episode gives an in-depth explanation of the Trade Appraisal and Walk Around.
December 6, 2018
Steps to the Sale Part 1: Episode #6
This podcast is going to be part one of a five part series. It will basically break down the all the steps to the sale. Starting with the Meet and Greet and Needs Assessment.
November 23, 2018
This is a Figure it Out Business: Episode #5
Sometimes you are not going to get the help or answers you need. That is not a bad thing, that is a good thing. Sometimes you are going to have to just figure it out!
November 15, 2018
First things First: Episode #4
What to expect in your first week and how to prepare yourself early for a successful career!
November 7, 2018
Your First Day: Episode #3
What to expect your first day and how to be prepared!
November 4, 2018
How to find the dealership and Kill the interview!: Episode #2
As close to you can come, step-by-step process on how to get a job at a dealership. Starting from finding to where you want to work to how to get that position!
October 25, 2018
How and Why I got started in the Car Business: Episode #1
How I got started in the car business and Why!
October 18, 2018