Depending who you ask, some might tell you it's about rapport or the ability to close.

Others will tell you it's all about leads, or a combination of all mentioned. 

While these are significant contributors, hang on to your hat while we explore the big picture.

When you get past all the tips, talk and hype around active listening, selling to customer needs or trying to wow the customer, you can step back to get a look at the big picture.

As a cog in the machine, you're a contributor to a business. From moving inventory and sales to putting customers in the finance office, you've got to look at things from beyond your view.

We all know it's the service department that makes up most of the dealers revenue, but sales and finance can bring in a lot more. Part of the problem is the process, and getting down to business. 

There's also the unbanked, which are not always easy to finance and make up a considerable part of the market. 

But when you put this all together, if you really want to drive sales, skip to the point. You can still build rapport, do a needs analysis and so on. If you can see more people per day and fine tune your process, you'll come out ahead.