Does not like, respect and trust you.
Does not fully understand the value or benefits of owning the vehicle.
Does not feel that they have enough information to make an informed decision.
All of these
“What are the features that you like most on this vehicle?”
“Is this the vehicle you will be buying and driving home today?
“Isn’t it amazing how quiet the engine is? Even at 70 mph?”
“What do you think about the power of this new V6?”
It gets the client engaged in the conversation
It stimulates the client’s interest in the vehicle
It helps you draw out positive buying signals from your client
None of these