"The most important thing is to understand people. You've got to know what they're
thinking. If you can figure that out, you can get them to do anything. They come in with an idea
about what they want. You get them talking about themselves, about what they like. If it's a man,
you talk about baseball or something like that. If it’s a woman, you ask her about fashions. That
way they get comfortable with you. You ask them a lot of questions and get them saying yes.
Then they just get into the habit of saying yes. In the end, you can put them into anything you
want, if you're really good- They need a little car for the City; you send them home with a truck.
Of wouldn’t really do that. It wouldn’t be right. You've got to sell on this job, but you also have
to be fair. It’s not fair to take advantage of people too much. There are some people in this
business who’d do anything. But I don’t believe in that."
Because they talk about selling vehicles. "if they want a small car, sell them a truck". "if you're really good- They need a little car for the City; you send them home with a truck. "