Meet and Greet
Any salesperson worth his or her commission will want to make a good first impression and establish some degree of rapport. In the best of circumstances, they want you to think of them as someone you can trust and someone who has just become your new best friend.

As the old saying goes, "You don't get a second chance to make a first impression." With that as a given fact of life, you have to wonder why so many salespeople act as if you're imposing on their time, as if they would really rather be reading the newspaper than selling you a car.

In any event, a smart salesperson will try to establish a good rela¬tionship, and that's as it should be. While smart buyers recognize that this person is never really going to be their friend, they also know that it is better to deal with someone who is basically pleasant and tries to lower the stress level for all concerned.

Going for the close from the Open
Sometimes a customer will come in and ask, "What's your best price on this car?" The more inexperienced, desperate, or lazy salesperson will immediately start dealing, and the negotiation begins-and sometimes ends-within minutes. The only time you want to start dealing from the get-go is when you've decided that it's in your best interest. We'll talk more about this type of situation later and offer some strategies for you

Roles They Flay- The Salesperson as an Actor
Often in automotive sales training the point will be made that the salesperson is like an impromptu actor. The customer comes in, sets the stage, and it's up to the salesperson to play whatever part the customer's needs, personality, attitudes, experience, or demands dictate. This probably could be said of just about any salesperson who is interested in being responsive to his or her customers.A salesperson will also try to determine if you have anything in common: Do you know the same people? Do you live in the same area? Do you like sports? Are there hobbies you share? The more a sales¬person can make you believe that he or she is a lot like you, the greater the chances of building rapport.

In sum: Salespeople try to sell themselves to you and to establish the basis for a working relationship by finding a common ground. There's nothing wrong with this so long as you understand that, in the end, their goal is to sell you a car. If they're smart, they will also try to establish the basis for an ongoing relationship. Unfortunately, most car salespeople's vision ends with their commission check.