Ask prospects the right questions, then listen carefully to answers

Sarah noticed the middle-aged man as he walked into the dealership, looked around at the racks of literature, thumbed through one or two, and then headed toward the truck on display.  It was Sarah’s turn to approach the walk-in traffic.

As Sarah approached, the man turned, saw her and said, “Had some time, thought I’d look at what’s here.”

“Confused about options?” asked Sarah with her voice trailing off.

“That’s for sure.  You see these trucks on the road, and every one of them seems to be done up differently.”

“Understand.