Phillips quickly learned that the art of car sales was getting customers to stop thinking and start feeling. A fellow salesman advised Phillips that, when he was walking the lot with a customer, he should watch carefully which car drew her attention and then cajole her to sit in the driver’s seat. See how good that feels? Then, not taking no for an answer, he should go grab the keys and insist she test-drive it. The salesman assured Phillips, “My friend, the feel of the wheel will seal the deal.”
