Reader, follow my logic for a moment… Let’s say you can only do one push up. If you were to do one push everyday, is it realistic to expect that at some point you will be able to do two? Once you can do two, will you at some point be able to do three? […]

I recently received an email from a student, and have changed their name in order to protect their identity and stupidity. He wrote: “Dear Duane, loved the seminar! I have tried the —- prospecting technique 3 times, and although it started conversations wonderfully, and I’m still in contact with them about it, I have not

Well, what can we say? I’m teaching a F&I FLOW Selling Mastery class today in Toronto…and there are some managers coming back through FLOW again to take it even higher. I like to watch the experienced FLOW Masters describe to the new FLOW Jedi’s how FLOW has changed everything about their F&I departments, their relationships

Repeats and referrals are the holy grail of selling. They show up with a strong intention to buy a car from YOU. So we cannot do anything that will sacrifice this! If we lie, change dealerships, lose credibility or connection with our customers, they drift off, go elsewhere, and may also tell all their friends

This is a funny business. I don’t know what to do when I hear the odd sales person or sales manager complain about the language some customers use during the sale, except laugh. My friends, that’s simply the way some people talk. Get used to it or get out. Actually, if you would learn to

As many of you know, my father passed a week ago. I cannot express the gratitude and appreciation I feel from all of your emails and text messages, an avalanche of outpourings that really did help me more than you will know. They numbered in the hundreds, and it took me days to reply. Incredible.

Do you remember exactly where you were when you lost your virginity? If I said I wanted a soda pop or soft drink what brands would you mention? These are two very different examples of things that are highly memorable. When a customer says the word ‘car’ what or who do they think of? If

We often think obsessions and addictions are negative. Would you say that car sales for Joe GIRARD, golf for Arnold Palmer, boxing for Muhammed Ali and music for the Beatles was just a passing thought? I believe that we could all be a little better off with some addictions and obsessions. I definitely have a

You know the look that people with iPhones give people with cell phones just before they ask “you aren’t STILL using THAT are you?!” and then mr. cell phone goes on about how it’s good enough for them, and how it does all they need it to do, and then ms. iPhone just looks incredulously

I stopped worrying about traditional competition years ago. I know first hand that the majority of people in any field (and I have worked in a few of them) really don’t care all that much about their careers, their customers, their learnings or their incomes. Oh sure, they say they do, and are even adamant