You see, the true nature of the business is a strange one; both sides, salesman and customer, neither friends nor foes, engage small-talk while each wanting to retain money that is up for grabs. … Instead of pushing anything, I began to familiarize myself with cars and whenever I talked to an “up” (an on-the-lot customer), I started by asking buyers what were “musts” and what were “preferences”. … It's an odd phenomenon because this is where buyers should feel the least confident. … …

See the rest here:
Superior Automotive Car Dealerships in Cincinnati: Slaesmen not …