The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.
The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.
Guest Marion Cain (ACE founder; creator of Kharisma Mastery) breaks down a science-based playbook for dealership sales and F&I teams to own the room, deliver luxury touchpoints (on any brand), and turn trust into revenue. We cover the first 90 seconds, nonverbal cues, “portable stories,” True Cost of Ownership framing, and how to use GPT/AI to tailor your pitch to any buyer’s personality, without losing the human.
You’ll learn
Timestamps / Chapters
00:00 Introduction
02:38 Introducing Marion Cain and Charisma Mastery
05:03 Creating a Luxury Experience
05:46 Building Lifetime Relationships
09:42 Effective Introductions and Customer Engagement
14:36 Personal Stories and Vulnerability in Sales
16:01 Controlling the Sales Experience
21:06 Understanding Customer Psychology
23:49 The Importance of Personalization
28:07 Practical Insights for Scaling Human Connection
31:35 The Domino Effect in Sales
33:55 Final Thoughts and Connecting with the Speaker
Who this helps: Dealer principals, GMs/GSMs, sales managers, F&I, BDC leads—anyone driving grosses, CSI, and repeat/repurchase.