The Psychology of Sitting Down and Asking Questions

Many dealerships miss out on a golden opportunity to build rapport and value during the sales process because they insist on having salespeople stay out on the lot until the customer is ready to talk price. But does this approach really make sense?

Sitting down and asking questions without pressure early in the sales process reduces tension- and makes it easier to talk about price later.

Research proves that customers prefer a more relaxed and open environment to discuss their purchase.