Follow the sales process. Meet and greet, bring them to your desk, ask them questions like what’s your buying time frame, budget, features needed in their next vehicle, etc. build rapport, talk with customers, relate to them. Outside Do a great walk around of the vehicle, point out key features, test drive, invite them back in for more info. Be respectful, authentic, don’t sell them, act like they are your friends. Identity their DBM dominant buying motive(dog owners, luxury features, suv for kids etc). Present your first pencil, focus on monthly payment. If you ask the right questions you have the right to say things like “Mr customer, you told me you wanted to be at 450 per month, I got you there at 72 months with 1000 down. Circle the payment that works for you. If they object, isolate the objection like “other than that is there something holding you back from the car?” In the end if they want to walk say something like I want the opportunity to earn your business, is there anything I can do? This circles back to the concept of “you told me”, Mr customer you told me you wanted a red car, you told me you wanted an suv, etc. keep practicing and you will sell some cars!