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e-Dealer Solutions e-Dealer Solutions is the only online training that focuses on converting non-present buyers into enthusiastic showroom opportunities.

We provide car dealerships with sales training that will increase the number of appointments booked by your sales team. This modern approach to automotive sales training will help your sales teams learn how to work with today’s internet-savvy consumers. Whether your customers are calling, emailing, or texting, we're going to show your team how to get customers in the door and on time for their next appointment so you can increase your sales!

What does the CEO of one of New York’s most recognized luxury automotive groups worry about when business gets tough?Not...
10/08/2026

What does the CEO of one of New York’s most recognized luxury automotive groups worry about when business gets tough?

Not just margins. Not just inventory. Not even AI.

Her people.

I’ve known Juliana Curran Terian for years and I’ve had the opportunity to work inside her Rallye dealerships on Long Island. Mercedes-Benz. BMW. Lexus. Acura.

I’ve seen the standards. I’ve worked with her leadership teams. And I can tell you, there’s a reason this organization has earned the reputation it has.

But what I loved about our latest conversation is how candid Juliana is about what it takes to keep a business successful when the market changes.

When traffic slows, employees lose energy. When margins tighten, leaders feel pressure to push harder. And when AI enters the picture, everybody wants to know what they should automate next.

Juliana sees things a little differently.

She talks about knowing your employees, understanding what motivates them, trusting your GMs to bring expertise you may not have, and making sure technology never takes choices away from customers.

“If they’re thriving, our company will thrive.”

That’s a pretty powerful philosophy coming from someone leading a highly competitive luxury automotive organization!

🎙️ My latest Dealer Talk with Jen Suzuki features Juliana Terian, President & CEO of Rallye Motor Company. 🎧 https://bit.ly/4rTEUFa | https://bit.ly/4zme1My

Dealership leaders: When business slows, do you turn up the pressure on your people—or increase your investment in them?

Supported by ZukiTalk Matador Lotlinx

09/24/2026

I heard something from an advisor recently that changed the way I think about appointment preparation.

He said: “Don’t wait for problems to show up. Go looking for them.”

The recall customer whose part never arrived.

The waiter with 128,000 miles and previous declined recommendations.

The customer who needs transportation but nobody checked the loaner was available.

The repeat customer who has been here six times but nobody looked at their history.

We want to execute a great customer experience, right? It’s about planning! AND playing chess IMO!

Before the customer arrives…

Is there anything that could surprise this customer?
Is there anything I can solve before they get here?
What can I do today that creates confidence tomorrow?

This isn’t about adding more work.

It’s about removing friction.

I recorded a class for our GM’s, FOD and Service teams. Send it to your writers, debrief and ask what can we do better at? https://bit.ly/4xLrtbF

Matador Lotlinx ZukiTalk

09/22/2026

I spent my last class working with service advisors from multiple stores and one part of the conversation has really stuck with me.

We kept coming back to the first 90 seconds.

I think we underestimate how much gets decided in that tiny window. Not the repair. Not the MPI. Not the price.

The person.

Customers are deciding, “Do I like this person? Are they paying attention? Do they actually care about what I’m saying? Am I going to have to chase them all day? When they call me later with something my car needs, am I going to believe them?”

That makes the first 90 seconds a pretty big deal for CSI, work approvals and retention.

And you can’t fake this stuff.

You have to actually want to become that customer’s trusted car buddy. The person who knows their car, remembers what matters to them, notices things, asks good questions and makes dealing with the dealership feel a whole lot easier.

What I loved was hearing what the advisors themselves recognized after class.

“We need to slow down.”

“We need to do more walkarounds.”

“We need to explain more.”

“We need to update customers more often.”

That’s the Level Up.

Not a fancy new word track. Not another process dumped on top of an already busy service drive.

We’ve got to train more on intention inside the moments we already have.

If I’m a service manager, I’d spend 15 minutes on the drive this week and not listen to a single word. I’d just watch.

Who looks genuinely happy to see the customer?

Who looks up from the tablet?

Who notices something about the vehicle?

Who makes the customer relax?

Who walks around the car with them instead of racing toward the RO?

I think there’s a huge opportunity to coach from what you see.

The customer is deciding whether to trust the advisor before they ever have to decide whether to trust the recommendation.

That first 90 seconds deserves a lot more of our attention.

Use this quick class and send to your writers. Debrief it for 10 minutes together. Ask them what can be applied to their day to level up? It will impact! https://bit.ly/4ArvJ2s | https://bit.ly/4y87MLX

Matador Lotlinx ZukiTalk

09/08/2026

Why did I ask Ivette to come on my podcast?

Because I think the world needs more people who support people.

Leaders who give others opportunities to excel and when they do, publicly celebrate them. People who give back. People who genuinely want to see someone else win.

Maybe this is personal to me because I started volunteering when I was 13. My grandmother got me involved in volunteering at our local hospital.
As I got older, giving back looked differently. In Miami Beach, I would make sandwiches and hand them to the lesss fortunate. Later, I dedicated a big part of my life to supporting kids in foster care.

So when I see someone like Ivette constantly on the run, building businesses and still making time for other people, she’s stands out.

I think what we do for other people matters.

Ivette started as a BMW salesperson. She put it all on the line including mortgaging her house to become a multi-point dealer. She just acquired another store.

What impresses me most about her? It’s the people around her. I’ve seen it with my own eyes. Not once. Not twice. Every time I’m around her, she attracts really good people. There’s a lot of love around her and I don’t think that’s an accident.

After spending two decades pouring myself into other people, yes, this one feels personal.

I wanted Ivette on because I think people like her deserve to be celebrated!

I hope you listen to our conversation and take something from her story but even more from her character and the way she nurtures the people around her. https://bit.ly/4gE8mLo or https://bit.ly/4drjadA 

Grow! And give back while you’re doing!

Podcast Supporters Matador, Lotlinx ZukiTalk

I’ve been getting service advisors out from behind the desk.Not to teach them a better walkaround. To teach them to find...
08/28/2026

I’ve been getting service advisors out from behind the desk.

Not to teach them a better walkaround. To teach them to find something to connect with the customer about. Because we’ve gotten really efficient at processing people.

Name. Keys. Mileage. Signature. Next.
Then a few hours later we ask that same customer to trust us when we say: “You need brakes. It’s $599.”

Here’s what I want managers thinking about: Before you train your advisors to make a recommendation, make some deposits.

Use their name. Ask about their vehicle. Learn how long they plan to keep it. Set expectations. Do what you said you’d do.

None of that sells brakes.

It builds the confidence that makes someone willing to listen when the brakes actually need replacing. Maybe we’re spending too much time coaching the recommendation and not enough time coaching what happens before it.

Service leaders: How much of the YES or NO is earned before the customer ever hears the price?

Enjoy this class I teach on making deposits on the drive! 🎧 https://bit.ly/4y67apO | Share with your service team!

Lotlinx Matador ZukiTalk

I hear salespeople use objection “word tracks” every week that I know were taught with good intentions, but today’s cust...
08/25/2026

I hear salespeople use objection “word tracks” every week that I know were taught with good intentions, but today’s customer hears them very differently. One I hear ALL the time when a customer asks for the best price is, “My managers are more motivated when you’re here in person” or “we wouldn’t lose a deal over $200.” I always wonder… who taught them that? And do we really believe that’s going to change a buyer’s mind? In many cases, it does the opposite.

The customer feels like we’re avoiding their question, they push harder for the price, the salesperson digs in, and suddenly we’re in the ring with the same person we’re trying to help move forward. Why would we ever want to get in the ring with our customer?

This is incredibly common, especially with experienced salespeople who were taught objection handling in a very different buying environment. The good news is I watch people change this mindset every week. Today, a clever comeback or fancy word track simply isn’t enough. Most customers aren’t going to LOVE your price, so you better be able to stand behind it, explain it and bring some actual substance to the conversation. What uncertainty can I reduce? What value actually matters to them?

That’s where real selling happens.

By understanding the person behind it instead of “handling” the objection works. Master the conversation. That’s what I’m digging into on this week’s Dealer Talk with Jen Suzuki! Plese share this episode with your team & teach more modern ways to handle common scenarios like these!

Listen 🎧 https://bit.ly/3SOx8iG | https://bit.ly/4y21jlv

Big thanks to our sponsors! Matador, ZukiTalk &Lotlinx!

As a coach and trainer, I get to see something most salespeople don’t: patterns.I hear the calls. I watch the role plays...
08/11/2026

As a coach and trainer, I get to see something most salespeople don’t: patterns.

I hear the calls. I watch the role plays. I see what happens when someone is trying so hard to be helpful that they accidentally start doing all the talking.

Talking can feel like selling when it’s actually guessing.

The salesperson who immediately starts explaining features, incentives, inventory and pricing may sound knowledgeable but they’re building a recommendation without enough information.

The strongest salespeople I train operate differently. They’re curious before they’re convincing.

They don’t need to prove how much they know. They need to learn enough about the customer to know what matters.

That’s why I believe better questions are one of the most critical skills you can develop in car sales. What do you think?

Even your objection handling gets better because you’re responding to their reality.

🎧 https://bit.ly/3TPb5c0 | https://bit.ly/3U7lQX2

And there’s another skill I wish more salespeople practiced: being comfortable with silence. Ask the question. Stop. Present the numbers. Stop. Give the customer room to think.

You don’t have to rescue every quiet moment.

If I could give a salesperson one challenge after listening to this episode, it would be this: For one day, measure how much you learned then put in CRM notes.

Check out our partners: Matador, ZukiTalk & Lotlinx!

What really makes a great leader?You hear about a guy for years before you meet him. Different places, different people,...
08/07/2026

What really makes a great leader?

You hear about a guy for years before you meet him. Different places, different people, same story: “Dave is an incredible guy.”

So when I showed up to train his service advisors, I wasn’t thinking KPIs or process. I was thinking, who IS this guy?

An accounting runner for his stores picked me up from the airport. On the way back, a guy who handles dealer trades. Not execs. Not GMs. Just two guys doing their jobs who also made sure I was taken care of the whole time I was in town. And actually, even after.

That’s when it hit me. You can fake culture in a boardroom. You can’t fake it in how an accounting runner treats a stranger making sure I have everything I need the whole time I was in town. That’s leadership soaked all the way down.

I had to know what shaped this man.

So I sat down with Dave Wilson, founder of Preston Automotive Group. We skipped the business tactics and went straight for what matters: the mentors who shaped him, the hardest conversations every leader eventually faces, why culture starts with character not policy, how “show the love” became more than a phrase, why humility is a competitive advantage, and why the best leaders never believe they’ve arrived.

This is a conversation that stays with you. Listen
🎧 https://bit.ly/4q5cFm6 🎧 https://bit.ly/4w8xMFa

Thank you for supporting this podcast and for sharing episodes like this one!

We appreciate Lotlinx, Matador & ZukiTalk for supporting this podcast.

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