Every dealer has their own way that works for them.. 

My way is simply I talk to anyone and everyone I meet, most anyone can be your customer. I Ask questions to determine their needs and let them know I have the answers that will make them and their family safer.  If they want to sit down and talk, let them know you care about them. I never push them to listen or to buy, it is a waste of my time and theirs. Just remember you are the expert and your time is valuable, don’t waste it. 

Just remember if you are LIKED, TRUSTED AND GIVING THE CUSTOMER WHAT HE NEEDS ( WANTS) you have a new customer for life  

RIchard