People buy from people they like and trust. Identifying with the customer -- for instance graduating from the same school, living in the same neighborhood or having mutual friends -- is a good way to build a trusting rapport. But an alternative level of connection could be made if the salesperson adapts his or her personality to one that the buyer can identify with as a family member. This technique appears to be working for the number one salesperson at a Chevrolet car dealership in Chicago. Her success is due in part to her motherly approach.
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Successful Sales Profile 
