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The Dealer PlaybookAuthor: Michael Cirillo
The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one. Language: en Genres: Automotive, Business, Leisure, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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“39 Cars To 62” - How A Store Fixed A Decade-long Sales Plateau In 60 Days | Jonathan Dawson, Dealer Principal at Cherokee Mitsubishi
Tuesday, 14 July, 2026
Jonathan Dawson has spent over 20 years training dealerships as the president and founder of Sellcology and co-founder of the Pinnacle Society. A year ago, he became an owner and operator himself at Cherokee Mitsubishi.This episode centers on one story: a 10 year veteran salesperson who'd been chasing 40 cars a month for a decade, topping out at 39, and told Jonathan flatly that the only way to get there was to fire five coworkers and add more staff and inventory. Jonathan walked him through a simple math exercise instead, built entirely off the salesperson's own best single day. Two months later, he sold 62 cars. No new hires, no new inventory.Jonathan also gets specific about the moment he had to write up his own top performer twice in two days, why he didn't let it slide even though it stung more than he expected, and the principle he now runs his store by: you either raise your people to your standard, or you eventually lower your standard to your people.Michael's takeaway: the ceiling most salespeople hit isn't a real ceiling, it's a number they made peace with a long time ago, and the fastest way to break it is math, not motivation.(00:00) Standards Dilemma(00:45) Show Support And Free Book(02:11) TikTok Prodigy And Stewardship(04:08) Stewardship Defined With Examples(08:24) Self Accountability And Value(11:56) Building Owners In Business(14:50) Dealer Principal Hard Lessons(19:01) Non Negotiables And Accountability(21:58) Vision And Personal Branding(30:45) Unlocking Bigger Potential(36:12) Motivation And Kingdom Impact(39:25) Connect And Closing Remarks
