When customers see the process is centered around them and effort is applied to make sure they understand the entire transaction, the trust level is extremely high.

Published in November 2022 edition of F&I and Showroom!…

If we provide the path through the process that our customers enjoy, expect, and hope for, they will trust us and listen to the insight we offer. Published in the October 2022 edition of F&I and Showroom!…

Master the art of intentional and active listening and watch it change the outcome for you and your customers. Published in the September 2022 edition of F&I and Showroom!…

The danger of digital is that we will attempt to rely on it to do the things that our selling skills were intended to accomplish.…

Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned. Published in the August 2022 edition of F&I and Showroom!…

Third party confirmation is the most powerful tool to move people down the path of buying. Published in the July 2022 edition of F&I and Showroom!…

Here are three parts of the message coming from the midst of the mess we have been living through for the last couple of years. Published in the June 2022 edition of F&I and Showroom!…

A well-defined process that has been built by consistent research and practice to communicate effectively, is powerful, and customers will find saying “Yes” easy and saying “No” hard. Published in the May 2022 edition of F&I and Showroom…

Here are two truths that reveal the concepts of a powerful process that moves customers and us. Published in the April 2022 edition of F&I and Showroom!…

If you are good at discovering purpose, people will like you and trust you, and if you are selling, they will buy from you.…