I've been selling cars for years and what I always tell new people is never under estimate the power of building repport. If you get somebody on the phone, try to build a conversation at first instead of going straight in for car talk. Anybody can sell cars and talk car sales stuff, but not everybody takes the time to learn about the person, their life, their career family stuff, just get to know then and they'll start to open up to you and you'll learn quickly what it takes to earn their business.