Real Car Talk with Mark and Hank
Every episode
Five to ten minutes each, newest first. Pick a topic to find the one you need before your next up.
Video coming soonWhen Customers Are Told Not to Trust You
Buyer-advocate services and online forums tell shoppers to avoid salespeople. Mark and Hank talk honestly about why that happens, what we can't defend, and how to build a career anyway, one customer at a time.
Outbound Calls Without the Cringe
Nobody likes making outbound calls, and customers can hear it. Mark and Hank share how to open a call with a reason the customer cares about, and how to leave a voicemail worth calling back.
Answer the Phone Like You Want the Appointment
An inbound sales call is the warmest lead you will get all day, and most of them end with a price and no appointment. Here is how to answer the price question and still give the caller a reason to come in.
Your CRM Is Not a To-Do List
Clearing tasks is not the same as following up. Mark and Hank show how to use CRM notes so every call and text picks up where the last conversation left off.
The Road to the Sale Isn't Dead. It Changed.
Customers who show up knowing the numbers do not want to be walked through ten steps. They still need a process. Mark and Hank talk about which steps to shorten, which to skip, and which matter more than ever.
The Internet Lead Reply That Gets Answered
Today's internet shopper already knows the price, the trim and the trade value range. Your first reply has to respect that. Here is how to write one that sounds like a person, not a template.
They Left Without Buying. Now What?
Most unsold showroom guests buy within a week, just not from the person who let them walk. Mark and Hank break down the first 24 hours after an unsold visit and the one follow-up message that actually gets a reply.