Walter’s voice softened.
“Tell the truth.”
She swallowed.
“His scores are strong after the sale.”
Walter nodded.
“And before?”
Emma glanced at Claire.
Claire said nothing.
Emma took a breath.
“He’s selective about who he approaches.”
Tyler’s jaw tightened.
“That’s called prioritizing leads.”
Emma continued.
“If someone comes in looking young, dressed casually, or just asking questions, he sometimes passes them to new people.”
“That’s smart time management.”
Walter looked at Tyler.
“Is it?”
“Yes. Sales is about qualifying customers.”
“Qualification usually involves questions.”
“I can read people.”
Walter gave him a long look.
“That seems to be going well.”
One of the customers near the sedan quietly coughed to hide a laugh.
Tyler flushed.
Claire stepped forward.
“Walter, I should have caught this.”
“Yes.”
She accepted that without defense.
“I’m sorry.”
“I believe you are.”
Walter looked around the showroom.
“How many people has he treated this way?”
No one answered.
That answer was enough.
Walter turned to Tyler.
“How many?”
Tyler shook his head.
“I don’t know.”
“Ten?”
“No.”
“Five?”
“I don’t keep count.”
“You shouldn’t need to.”
Tyler stared at the floor.
Walter moved away from the SUV and toward the reception desk.
He picked up a customer comment card.
“Do you remember Harold Jensen?”
Tyler looked up.
“No.”
“Seventy-one years old. Came in three months ago. Retired electrician.”
Tyler’s face showed nothing.
“He asked about a sedan.”
“I talk to a lot of people.”
“You told him the used-car lot was across the street.”
A pause.
Walter turned to Claire.
“Harold called me personally. We served together on a hospital board for six years.”
Claire’s expression tightened.
Walter continued.
“He bought from another dealership.”
Tyler opened his mouth.
Walter raised a hand.
“Maria Delgado. Owns three bakeries.”
Tyler’s eyes flickered.
“You remember her?”
He did.
Walter could see it.
“You ignored her for twenty minutes while you helped a man who walked in after her.”
“He had an appointment.”
“He did not.”
Tyler said nothing.
“Maria bought an Imperial from Jennifer at our Fort Collins store.”
Claire’s eyes narrowed.
Walter continued.
“Caleb Watkins.”
Tyler stared.