D.I.S.T. – Does it save time?

D.I.S.T. – Does it save time?

“Have you ever thought about selling cars? You’d be great at it!” “No way, the hours SUCK!” He’s not wrong, you know. So, how can dealers recruit, nurture, and retain quality salespeople and managers? It’s all about the most precious asset we all share: Time. Choosing...
I have to talk to my wife

I have to talk to my wife

Overcoming objections is Sales 101. Any statement, excuse, or mindset which prevents a car shopper from buying the car today is an objection. They range from legitimate hang-ups like not having the correct vehicle in stock, waiting for a tax return, or selling the...
Digital Retailing

Digital Retailing

The pursuit of giving the customer a way to purchase an automobile online is valiant. It makes sense. It just doesn’t work. To date all these digital retailing products have ignored human psychology: people need affirmation when making large purchases. The most...