e-Dealer Solutions

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!

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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