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This podcast is my take on the motor trade, daily business, marketing and OmniChannel, training, coaching and management. My experience spans 40 years in sales and management, currently working from sales person to Group General Manager of multiple sites in Australia. Emerging platforms such as online sales, omnichannel marketing, referrals, the connecting of sales and finance, digital marketing, lead management, modern road to a sale, coaching, mentoring and trade-ins are all part of my study points and will form most of the information contained in these pods. Listen-Learn-Enjoy!

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Check latest episodes from Motortrain podcast

Conversation Selling- Modern Auto Sales Secrets

2026/08/04

This podcast offers automotive sales pros actionable frameworks to master today's buyer journey, build genuine rapport, handle objections, nail negotiation, and close deals. Host Allan Debarge shares proven word tracks and techniques for transitioning from digital research to showroom trust, and reading reading buyer cadence.

Automotive Storytelling Masterclass Guide

2026/08/04

This comprehensive podcast talks about automotive professionals how to sell using storytelling. It covers the neuroscience behind stories, differentiates features, benefits, and stories, and provides frameworks like EPIC and POPP. Role-specific techniques for sales, F&I, service advisors, and BDC are included.

Sales Objections: Your Gateway to Closing More Deals

2026/08/04

Objections signal buyer engagement, not resistance. Top sellers use five key strategies: pausing and acknowledging calmly, clarifying true concerns, applying the Feel-Felt-Found empathy method, reframing objections around buyer priorities, and responding in the buyer’s language. Mastery comes from analyzing...

Future-Proofing Auto Dealerships

2026/08/04

Auto dealerships face disruption from OEM direct sales and digital-first consumers. Success now requires a shift from transactional selling to retention, data-driven operations, workshop productivity, and strong branding. Key strategies include operational intelligence, scalable systems, customer-centric...

Building High-Performance CX Team

2026/08/04

This comprehensive podcast from MotorTrain Academy details strategies for creating a high-performance team culture in automotive service departments. It covers the business case for customer experience (CX), effective complaint handling, loyalty-building, retention strategies, and CX measurement.

Next-Level AI Sales Training for Dealerships

2026/08/04

A new AI-powered phone roleplay system is transforming automotive sales training. Designed for dealerships and sales professionals, it allows users to practice real-life sales scenarios, handle objections, and improve techniques without needing a live partner.

Mastering Trade-In Valuation Presentation

2026/04/30

This Motortrain podcast covers the crucial moment of presenting trade-in valuations to customers. It emphasizes building rapport, starting with a lower initial figure for negotiation room, and managing customer reactions effectively. Salespeople are advised to avoid definitive numbers upfront, use market data as a closing tool, and always tailor their approach based on the customer relationship to keep the sales process positive and successful.

Phone-Ins Vs Walk-Ins

2026/03/11

Discover how the way customers first contact your dealership—by phone or in person—directly impacts closing rates. Learn the psychology behind each approach, why phone inquiries convert at nearly double the rate of walk-ins, and how to tailor your tactics. Master the essentials: focus on price, availability, and setting appointments. Emphasize empathy, not just scripts, and track your conversion rates to refine your strategy for maximum sales success.

Transforming Managers into Coaches for Success

2026/03/03

Success in the automobile business depends on hiring the right people and coaching them daily. By redefining managers as coaches—each wearing a symbolic whistle—the company emphasizes ongoing recruitment, training, and personal responsibility for employee growth. This unique culture shift fosters accountability and continuous improvement, setting the organization apart from competitors.

Mastering Scripts and Dialogues in Car Sales

2026/02/25

This podcast highlights the importance of using scripts and dialogues in car sales, emphasizing natural, empathetic communication over robotic interactions. It covers essentials for phone inquiries, trade-in presentations, and meet-and-

Master the Art of Non-Pushy Upselling

2026/02/17

Upselling boosts revenue and customer satisfaction by offering upgrades or add-ons that match customer needs. Effective strategies include keeping offers relevant, capping price increases, using urgency sparingly, leveraging social proof, and being transparent. Tactics range from bundling to personalised emails and automation. 01:25

Mastering Sales: Negotiation and Closing Techniques

2026/02/08

This podcast episode explores the differences between negotiation and closing in sales, emphasizing the importance of rapport-building, objection handling, and customized solutions using techniques like SOFTEN, OPEN, and FAB. Listeners learn the value of planning, refining closing skills, handling objections proactively, developing a personal presentation style, and continuously improving through feedback and self-analysis, with actionable tips for managers and sales teams.

Dealerships Face Hidden Crisis: Modernizing for Survival

2026/02/08

Automotive dealerships are battling internal crises, with outdated processes and high staff turnover costing sales and profits. Sales teams struggle to adapt to new customer behaviors, while a lack of robust training and technology deepens the skills gap. Forward-thinking dealerships are investing in AI-driven training and process automation, boosting sales and productivity.

The Evolving Role of Test Drives in Car Sales

2026/02/06

This podcast discusses how test drives have shifted from a core sales tool to a rapport-building opportunity in today's informed market. While buyers now arrive well-researched, test drives remain key for salespeople to connect with customers and confirm purchase decisions. High-performing salespeople use test drives to build trust and increase sales success, emphasizing a proactive, experience-focused approach over just discussing price and options.

Thriving in the Modern Motor Trade: Human Touch Meets Technology

2026/02/06

The motor trade industry has rapidly evolved, prioritizing data analytics, digital lead management, and exceptional customer experiences over traditional sales tactics. Success now hinges on fast, personalized responses, proactive follow-ups, and transparent trade-in processes. While technology enables efficiency, genuine human connection, aftersales care, and customer retention remain key to long-term loyalty and repeat business in a dynamic, tech-driven market.