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

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.

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.

On your dealership visits, go in with three questions that will spark discussion and hopefully a planning session on how to improve.

Continue to study the different customer types and personalities and how best to serve them, and remember: We are customers too.

Here are a few ways to move your focus from closing to connecting.

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.

There are four definitive areas where F&I professionals can and should excel.

Properly and intentionally setting up your menu will maximize your ability to help customers and produce profit.