Yes, the trophy IS real

The trophy is nice, the money's better. Gross put me over the top of the unit weenie.

Destroy the trade-in

'Inspect' the trade while the customer is watching. Use clipboard. Make up a form if you have to. Remain silent as you touch every crappy looking part of their car. It's ok to do a few 'hmmms'. The customer knows there is stuff wrong with the car and they now know you know.
Whatever the appraisal comes back as, knock off a thousand or two. Give the customer a chance to agree. You have nothing to lose and a pound or tow of commission to gain. Do it. Don't be a weak suck girl about it. Ok?

Pick the right day off

If you get days offs and are allowed to select, always go for Wednesday. Statistically, it's when the fewest cars are sold. Tuesday and Thursday are in a dead tie for the second slowest days. Monday is 'finish day' for the weekend. If you have Monday as a day off, you end up splitting a lot of deals.

Watch for the ring

If a woman comes onto the lot along and wears a wedding ring, wait on someone better. The odds say she's low percentage and almost certainly a one legger. But, hey, if she's the only action there is, then work it. You can always walk away if a better up appears.

Let the trade-in talk to you

Once you make sure the is actually owned by the customer, let it tell you a story. What bumper stickers are on the car? What radio stations are programmed? What CD's are in the car? What's on the Ipod? What's in the glove compartment? Learn how to read who the customer is by what they drive and what's in their ride. If you see Modern Bride in the car, you'll have a clue. Instead, if you see Guns & Ammo, you have another clue. Read the car and learn. Got it?