People think faster than they speak and speak faster than they can listen. So slow down. Customers in the drive receive massive information dumps and unconsciously erect barriers to slow or even derail your presentation and helpful advice.

How? They nod their heads even if they don't agree with you. Meanwhile they are thinking of reasons not to buy from you. You have lost them and no matter how much they need a transmission flush, they aren't going to buy it.

One way to slow yourself down is to ask the customer questions. Questions are key to your success. They demonstrate interest and concern. Customers feel you are more knowledgeable when you ask good questions. Questions provide valuable insights into customer needs and the decision-making process. They are the basis for developing a strong relationship.

Practice slowing your speech pattern. This is one of the things the top advisors do, either naturally or through practice. They don't rush the customer and, as a result, they do better in sales and CSI.