『Dealer Leadership』のカバーアート

Dealer Leadership

Dealer Leadership

著者： Jason Rigby
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Dealer Leadership — sales training, dealership operations, and margin discipline for franchised dealers, general managers, GSMs, and internet directors. Short episodes covering CRM truth, vendor accountability, lead leakage, appointment process, BDC follow-up, and how dealerships get lean without losing sales. Hosted by Jason Rigby, a dealership operator with decades inside sales, internet, and store leadership.2026
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  • Why Your Close Rate Is Stuck (It's Not Your Skills)

    Why Your Close Rate Is Stuck (It's Not Your Skills)
    2026/05/24

    Most car salespeople blame a lost deal on the manager, the desk, the lead, or the customer. This episode is about the one place nobody looks — themselves.

    Jason breaks down the single biggest reason salespeople don't make the money they should: a subconscious ceiling built long before they ever walked onto a sales floor. Studies show salespeople with high emotional self-awareness close at rates 50% higher than everyone else. This episode explains why — and what to do about it.

    In this episode:

    • Why silence feels like rejection to some salespeople — and what that costs them at the desk
    • How childhood patterns show up as close rate on the floor today
    • The real income ceiling you set — not your manager, not your goal sheet
    • Three self-awareness questions to run before your next shift

    This is the piece no OEM training covers. No word track fixes it. The work is internal.

    For dealers and GMs: if you're watching this play out on your floor, visit dealerleadership.com for a free 20-minute dealer bloat audit.
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