Treat customers like people, not sales prospects, and sales should follow.

Focus on real-world facts, and the customer will buy in.

Practice Abe Lincoln’s habits to be the best you can be.

The customer is speaking loudly, they want to have it their way, and it’s forward-thinking and profit-building when we do.

The F&I process provides us an opportunity to add value or aggravation to the customer’s purchase experience – choose value!

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.

Insightful information that attaches your customer emotionally to a product will move more to buy than any close you may have learned.

Third party confirmation is the most powerful tool to move people down the path of buying.

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

Welcome an objection, embrace it and create an irresistible offer that makes “yes” easy, and then close on something else.