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6th Installment - Covering Your B.A.S.E.S.

6th Installment - Covering Your B.A.S.E.S.

B: Buying is Better than Selling

Let's face it; car buying is all about 2 elements: Getting Consumers to your dealership website, then getting them to buy from you either online or in your car dealership. No matter if it's a phone call, internet lead, chat, or text lead; sales success hinges on process. There is a saying, "Show me something I am more interested in buying than you are interested in selling." This is how our industry should view process in order to provide the best consumer experience possible. Instead of viewing it as traditional sales process, we really should be viewing it as a car buying process.

Video training provided by AutoWeb, formerly Autobytel.

Dealer Insight Series Collection

B: Buying is Better than Selling Covering Your B.A.S.E.S. Understanding the Mystery Auto Lead Turning Auto Leads Into Engagements How to Use the AutoWeb Two Step Purchase Request Hot Car Sales Communications Tips! Reviewing On-line Buying Behaviors From Visitors to Visits: Convert and Win Factors that Influence Car Buying Behavior The Facts and Stats that Influence Buying Perception is Not Reality Debunk Those Myths and Sell!
Training Resources
Sean V. Bradley picture

Sean V. Bradley

Dealer Synergy

127 West Merchant Street Audubon, NJ 08106 (267) 319-6776

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Sean V. Bradley is a worldwide, expertly trained consultant, speaker and trainer. A 3 time NADA Convention Speaker, FranklinCovey Certified Facilitator, NSA Member and State Association Speaker and Trainer, Sean has so many accomplishments, it's hard to list them all. Since starting Dealer Synergy with his wife Karen over 9 years ago, he has trained over 7,000 Dealer Principals, General Managers and Internet Sales teams, spoken at over 90 NCM and NADA 20 Groups, and won numerous awards for his pioneering Four P Process. His clients have been nationally recognized for success in all major trade publications, such as AutoSuccess, Auto Dealer Monthly, Dealer Principal and Digital Dealer, and has been on the cutting edge of all things Internet Sales, including creating the very first Internet Sales 20 Group, among many other affiliates.

What makes Sean so unique is his 14 years experience in the automotive industry. He has learned the business from the ground up, beginning first as a sales consultant, and then holding positions as Sales Manager, Internet Sales Manager, Special Finance Manager and Business Development Director. At his first dealership, he averaged over 30 units per month - taking the sale from start to finish. He was then recruited to a Dealer Group, Pine Belt Automotive, where he moved their Nissan/Kia/Cadillac store from 20 units per month online to over 110! He repeated those results two years later when he took over the Internet Department of a major Nissan store in the Philadelphia market, and grew their volume from 27 to over 100 units per month.

David Kain picture

David Kain

380 South Mill Street, Suite 204 Lexington, KY 40508 (859) 533-2626

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David Kain is president of a training/consulting company that specializes in Automotive Internet Sales, BDC's, Digital Marketing and Social Media. provides services to dealerships and vehicle manufacturers across the country with a focus on improving dealership sales and profits while utilizing the Internet and Business Development Centers. has been ranked as the Dealer's Choice #1 Internet Sales Training Company each year from 2008 - 2013 in Auto Dealer Monthly.

David has an extensive automotive retail background having grown up in his family's Ford Dealership where he remains a partner today. His Internet experience includes developing his own dealership Internet Operation and being a co-founder of, the dealer/factory owned joint venture that is the Internet lead provider to Ford and Lincoln dealers, where he served as the Chief Operating Officer until he developed David has been invited to speak at the NADA, DrivingSales, Digital Dealer, and Mercedes Benz in China, Fenabrava in Brazil and was the featured International Speaker at the Australia Automobile Dealers Association Convention.

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Dennis Colome

Car Game On

2696 Bressi Ranch Way Carlsbad, CA 92009 (760) 814-2777

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Dennis started selling cars at his family dealership in 1976, he started a leasing company in San Diego California in the late 70's and built that up to over 425 cars a month. After selling the company Dennis wanted to broaden his experience and started train and consulting dealerships. When the Internet came to the auto industry Dennis was intently focused on helping our industry cope with the constant online changes. Dennis conducted presentations in all the major markets and spoke of CRM before it was released to the industry in 1995. Since then Dennis has had the opportunity to work in every state in the US except for one.

Dennis has even had the opportunity to work with some of the largest dealerships in the world and as far away as India. Since then Dennis has broadened his scope to include website conversions and serve as a digital consultant for dealerships.

Dennis's main focus is helping dealerships close more of the leads that they get. He has developed a process that puts fun back into Internet sales and will increase the per vehicle profits. Dennis worked at AutoWeb for over 5 years and helped dealerships specifically with the understanding of the psychology of the buyer. Dennis says "Every dealership has its own unique DNA, the key is to use the assets of the dealership and implement a process that will work for them." "We get them to work smarter not harder." "We have developed a unique set of custom templates that follow up forever and get results." Please feel free to contact for a demo or just general advice, you'll be glad you did.

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Jennifer Boland

Simply the Best Business Development

PO Box 57-9621 Modesto, CA 95357 (209) 482-0423

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Jennifer Boland started her career as a Kirby Vacuum salesperson at 18 years old. Within 3 months she was promoted because she had quickly become a top producer and began hiring and training people to sell Kirby vacuums. This proved to be a great training ground for the car business! In 1999 she began selling cars and ended up working for a company with an outside call center "BDC" for car dealers. She decided that she could help stores set-up their own BDCs and went to work starting more than a few BDCs for dealers before striking out on her own in 2007. After setting up many BDCs, she evolved her business model to help dealers close more of the leads they were getting, focusing on implementing a process that would support a higher closing ratio, with or without a BDC.

In 2009, her company partnered with Now Marketplace, Inc., which focuses on Digital Marketing and web site conversions and together, they partner to help 75+ dealers sell more cars off the Internet by increasing their lead volume, improving their Internet presence and/or adjusting and supporting their process and helping them accomplish their Best Internet Presence Ever.

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