Walk around

After you have told the salesman everything they needed to know to fill out their guest sheet, they will now put that information to work. During the walk around, they will point out all the different ways that the vehicle will satisfy you emotionally based on the information that you gave them. I have heard this referred to as “Getting the customer hot and horny” for the vehicle.

For instance, if you told them in passing that you are a single guy, an adept salesman (or woman) will pick up on this and point out how awesome the tires are, or how bad ass the engine is… (whatever). Just be aware that this is deliberate, and meant to appeal to your emotions. They don’t want you thinking about pricing or the various add-ons they want you to buy later. They just want you to like them, and like the car.