Advice from Eyes On Sales reminds new and used salesmen to engage customers socially. When reaching consumers, bridging the gap to speaking on a personal level is best achieved by focusing on emotion-based questions. Through more familiar wording, and pragmatism about what the car will be used for, the salesman always stands a better chance of developing a customer who is happy AFTER the buy. Remember, most cars you sell are one of the biggest buys of their life.
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