An interview with Tom Stuker by Edmunds explains turn-ons and turn-offs for buyers before even getting behind the wheel, and encourages consumers and salesmen to establish a strong interview department:
Stuker tells salespeople that instead of using pressure and manipulation, they must understand what the customers need and then assist them in finding the right vehicles.
“I tell salespeople, ‘Your job isn’t to sell cars because people don’t want to be sold cars,'” Stuker says. “A salesperson’s true job is to help customers make informed decisions.”
