Every consultant knows the feeling. Your customer walks in ready to buy… and then comes the third wheel. A friend, a spouse, or a coworker suddenly takes the wheel of the conversation.

Do you fight them? Ignore them? Or do you turn them into your secret closer?

In this episode of the AutoKnerd Podcast, we dive into:

• Why 61% of buyers say friends and family are the biggest influence in their purchase.

• The psychology of third-party influence: normative vs. informational influence, social impact theory, and more.

• Scripts and strategies to acknowledge, include, and redirect influencers without losing control.

• How managers can use the new Elite Manager’s Packet to train teams with plug-and-play Saturday Meeting drills and assessment sheets.

📄 This Week’s Free Tool: The Third Wheel Cue Card – ready to use on the sales floor. [Click Here]

Listen now and start turning distractions into trust, influence, and deals that close faster.

👉 Download the tool and subscribe at EP57 - Third Wheel Tool

#AutoKnerd #CarSales #CustomerExperience #SalesTraining

Too many salespeople kill deals during the walkaround by turning it into a boring spec sheet recital. The result? Customers tune out, trust drops, and the deal falls apart.

In this episode of the AutoKnerd Car Sales Podcast, Andrew shows you how to flip the script, deliver a customer-first walkaround, and prove you were listening — all while boosting commissions.

🚗 What You’ll Learn in EP56:

• The Spec Sheet Trap (and why it destroys trust instantly)

• The 3-Feature Rule for walkarounds that win customers

• How to use the Feature-to-Benefit Cue Card (FREE tool below)

• Scripts, roleplays, and dealership-ready drills

• The commission connection: why “proof you listened” = more sales

📄 FREE TOOL: Feature-to-Benefit Cue Card 👉 Download here: CLICK HERE 🎙 LISTEN NOW:

📍 Spotify: https://open.spotify.com/show/3wlcFqVhfPsE5qo53xuy9k

📍 Apple: https://podcasts.apple.com/us/podcast/autoknerd/id1733675016

📍 Podbean: https://btedesign.podbean.com

📍 AutoKnerd HQ: www.AutoKnerd.com

AutoKnerd Podcast — Selling Cars Starts With Trust

What if the secret to selling more cars isn’t about the test drive at all? On the AutoKnerd Podcast, we break down the sales process to its core: building genuine trust with buyers before the keys ever change hands.

Hosted by and veteran trainer Andrew Sardone, this weekly show is built for automotive sales professionals, consultants, and dealership teams who are ready to move past outdated scripts and start real conversations. Each episode delivers practical tools, word-for-word examples, and strategies you can use right away on the lot.

You’ll learn how to:

• Avoid the “test drive trap” and other sales mistakes that cost you deals

• Turn “I’m just looking” into meaningful dialogue

• Use empathy-driven discovery questions to uncover real buyer goals

• Build stronger customer experiences that drive repeat business

🎧 Listen on Spotify, Apple Podcasts, YouTube, or AutoKnerd.com, and start selling with confidence, clarity, and connection.

👉 Every episode comes with free tools and resources you can download — because better conversations start before the engine does. https://autoknerd.com/p/the-test-drive-trap-part-1