Ok, so in Step 1 we discussed that your salesperson's first initiative is to Meet and Greet you. In a nutshell, he/she is attempting to:  a. get your name, b. present him/her self in a friendly manner, and c. quickly identify your personality type. 

Next comes Step 2: Build Rapport.

Now, this is a very important part of the process for both parties.  Your salesperson will ask you a few simple questions to get to know you.  He/she may ask you something like: how can I help you today?, what kind of car are you looking for?, is this car for you or your husband/wife?, are you looking for something that is family friendly?, and oh so many more.  The salesperson is trying to learn as much about you as possible so that he/she can use this information later as leverage.

TREAD LIGHTLY.  Don't tell them more than they need to know. In fact, I would recommend not making small talk at all.  Stick to why you came to the dealership in the first place. You just met this person, why should you tell him/her what you do for a living, how big your family is, or even what you ate for breakfast that morning? Remember back to The Three Affirmations and tell yourself that you are not obligated to do anything.

My tip to you is, just the facts, no chit chat, and don't be a buddy, as they won’t be yours.

Stay tuned for step #3.....