Correct. I discovered in selling cars that car buying was an incredibly emotional, often impulsive, decision for most people. Yes, some are able to handle the

Correct. I discovered in selling cars that car buying was an incredibly emotional, often impulsive, decision for most people. Yes, some are able to handle the experience dispassionately, but most people are "on the edge" of being a "buyer" (as opposed to being a "shopper"). It is the job of the salesperson to "get them there", to nudge the customer towards making a decision to buy a car today. More wisdom from a great manager: "Sales is the process of transferring emotion from the salesperson to the customer." If you're morose and apathetic, you can turn a buyer into a shopper. But if you are engaged and energetic, you can take even the most guarded shopper and make a sale out of it. I saw this every time I watched Steve Jobs give a keynote.