If You Know Their Rules ...
You Can Play Their Games

Roles They Play- 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 salesperson can make you believe that he or she is a lot like you, the greater the chances of building rapport.

2. Qualifying
One of the first steps in virtually any sales situation is for the seller to qualify the buyer. In car sales, the salesperson is looking for two types of information:

1. Vehicle-related: Vehicle-related information has to do with the kind of car you're looking for, the features you want, and how you plan to use it.
2. Financial-related: Financial-related information has to do with finding the answers to questions like: