Auto Dealer University

Auto Dealer University Auto Dealer University is an interactive automotive course driven training platform designed to equip dealers to perform at the highest levels.

Don't let a deal get away.
08/28/2026

Don't let a deal get away.

08/27/2026

Service to sales isn't a new concept. But how you approach it is the difference between simply annoying a service customer and building an actual pipeline of prospects.

In this video, one of our lead trainers, Mat Koenig, goes through his framework to properly get your foot in the door with your dealership's service customers.

Because let's face it, the days of potential prospects just waltzing into the dealership are slowly coming to a close.

Service, however, is something that will always be bringing in new customers, creating a pool of potential prospects for salespeople.

This method, if done correctly, can get you up to 80 new referrals a month. All while taking no more than 15-30 minutes of your time each day.

Interested in seeing Mat run through the entire framework?

To see the full 4-minute video and thousands more just like it, visit autodealeruniversity.com or call (813)-603-8688 to schedule your 14-DAY FREE TRIAL.
Nick Villa

08/24/2026

Don't leave an awkward silence after dropping the price bomb, then go straight to negotiating.

Assume the sale.

Simple things like "Can I get you a cup of coffee while we wrap up?" are all you need. That easy-to-answer question does 2 powerful things.

If they answer with "Yeah I'd love a coffee" they just subconsciously assumed the sale, making it easier for them to move forward in the decision making process. This is because their brain bypasses the BIG decision of buying a vehicle with a little decision of whether or not they want something to drink.

But what if that doesn't work?

Well there is no if it works or doesn't work, because even if it "doesn't work"... it worked.

And in there lies the second most powerful use for this strategy.

So many salespeople go straight into negotiating, because they assume that's what the customer is going to do when they hear the price. But when you assume the sale and follow it with an easy to answer question like "do you want a coffee" you're able to evaluate when the right time to start negotiations are.

In this video one of our lead trainers, Mat Koenig, talks about the benefits of giving customers a minor decision to make once you've offered them the opportunity to say yes to the deal.

Interested in seeing the whole explanation? Visit autodealeruniversity.com or call (813)-603-8688
Nick Villa

08/20/2026

It's not a hack or some newfound trick. It's training. Training on how to handle every situation that's thrown your way with confidence.

Auto Dealer University. Even the Best Need Training.

Want to schedule a FREE demo? Visit autodealeruniversity.com or call (813)-603-8688
Nick Villa

Times have changed. It's time you changed with them. With the ADU online training platform, bringing new hires up to spe...
08/18/2026

Times have changed. It's time you changed with them.

With the ADU online training platform, bringing new hires up to speed has never been easier!

Simply add them as a user and let them absorb over 150 hours of training across 36 different subjects!

It's not a hack or a newfound trick; it's training.

Interested in trying us out? Visit autodealeruniversity.com or call (813)-603-8688 and we'll get you started with a FREE DEMO!
Nick Villa

08/13/2026

Almost everyone knows the phrase "sticker shock", especially if you work in a car dealership. Sadly, this is virtually unavoidable in the automotive industry.

A customer sees the window sticker, and immediately their priorities shift.

Suddenly they become appraisal experts, saying things like "Oh, that's way overpriced." "I saw one online for less than this." "I could never justify spending that much on this car"

As a salesperson, those things are almost entirely out of your control. After all, you're not the one who puts the window sticker on the car.

What is in your control is how you present the payment.

9 times out of 10, you have to break the news to someone that their payment will increase when they upgrade to this new vehicle. However, there is an art to saying that.

Present a Payment Difference Figure; never just drop the full payment on them.

When presenting the new monthly payment as a difference rather than the full dollar amount, you allow the customers to actually visualize how much more they will be spending and avoid that "sticker shock" mindset.

$500 a month is a good chunk of change; it would make anyone take a step back and reevaluate things. But if they're already paying $300 a month, is it really that drastic a jump?

In this video, one of our lead trainers, Mat Koenig, talks about how to break down the payment in a way that makes it more digestible for the customer and easier for them to say yes.

Want to see the full explanation? Go to autodealeruniversity.com or call (813)-603-8688 to schedule your FREE demo today.
Nick Villa

08/12/2026

Affirmation Questions. Simple questions with only one right answer...YES.

When layering these strategically throughout the selling process, you warm the customer up to saying yes with simple things like "Man, this A/C sure feels good in this summer heat, right?"

No one will say no to that.

And when you get the customer feeling loose and more open to saying yes, it makes your job all the easier when it comes time to put a deal together.

It's not a newfound hack or trick; it's training.

Want to learn more? Go to autodealeruniversity.com or call (813)-603-8688 to schedule your FREE demo today.
Nick Villa

Nobody likes being sold to. But everybody wants to be helped.So why do so many salespeople still show up sounding like a...
08/10/2026

Nobody likes being sold to. But everybody wants to be helped.

So why do so many salespeople still show up sounding like a detective instead of an advisor?

"Qualifying." "Fact-finding." "Investigation." Every word screams interrogation, and every customer feels it.

The words you choose don't just describe your process, they build it. Saying things like "investigate" means subconsciously you'll act like an investigator. Say "consult" and you'll act like a consultant.

The best salespeople in the business aren't chasing a sale. They're building a relationship. A real relationship through consultation, discovery, and conversation.

They ask the right questions, in the right order, and actually listen to responses. They don't go by a script with cookie-cutter answers.

That's not a sales tactic. That's service.

This is the shift from selling to serving, and it's the difference between a customer who feels handled and a customer who feels helped.

Want to learn how to make that shift on your floor? Go to autodealeruniversity.com or call (813)-603-8688 to schedule your FREE demo today.
Nick Villa

08/06/2026

The minds behind Auto Dealer University all live by the same mindset. That mindset is what helped shape ADU into the training platform it is today.

We keep these in our office as a reminder to ourselves. A reminder that striving to be better than yesterday is so important. A reminder that even if you did good today, you can do better tomorrow.

Auto Dealer University. Even the best need ongoing training.

Want to learn more? Go to autodealeruniversity.com or call (813)-603-8688 to schedule your FREE demo today.
Nick Villa

08/05/2026

You've gone through all the steps, pulled out all the stops, and tried your absolute hardest to flush out their objections, but you still can't get them to say yes. Don't worry; we have one more trick up our sleeve.

The 11th inning close. Something you should use only as a last resort.

The key is in the delivery.

"What's it going to take for you to do business with me?" That phrase can come across in many ways, but when used correctly, it gives you one final chance to flush out those objections.

There are plenty of steps to take before you need to use this. That's what we're here for. We have over 1600 training videos tailored around all the objections customers have when buying a vehicle.

After all, the best way to avoid using a last resort method is to be trained on every scenario that comes before it.

But we've been on the other side of the coin; we know that sometimes even an unstoppable force can meet an immovable object. No matter how well you're versed, how much training you've done, a customer can always throw you a curveball.

That's why we're giving you a backup plan.

When you've checked every box, tried every closing tactic, but just can't seem to close the deal, it's time for plan B... the 11th inning close.

In the meantime, stick with plan A: The Auto Dealer University Training Platform!

Want to see the full explanation? Go to autodealeruniversity.com or call (813)-603-8688 to schedule your FREE demo today.
Nick Villa

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Tampa, FL
33606

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