In our communication model, building relationship by asking important questions is the first part of the dance and so you need to be prepared and make the time to get to know the customer. They may work for a company which could become a nice fleet account. They could be a home owner with four cars in the family. Or they could be a one car ‘price shopping bottom feeder’! I hate to characterize a customer like that, but we run into them. All they want is a cheap price and that’s it!. Fortunately in my experience, there are not too many of that variety. At the end of the day, you want to be friends with them all, but not all are the same financially.