After your customer has picked out a car and you've come to a compromise on the price, bring the price to your sales manager at an even lower price. For example, if your customer says they can pay $200 a month, tell your manager $150 a month. This will give you more credibility with your customer and at the end of the day the important thing is that you've made a sale and have a pleased customer that may refer you to friends or will give you a high rating on your C.S.I (customer satisfaction index). Often times your customers will bring in a white lie about what they can afford, or what the dealership down the street is planning on offering them for their trade-in. Overcome these objections by being understanding but persistent. Explain to them that your appraisal of their car is accurate and a good deal. Customers looking for a trade-in often times will value their car through Kelly Blue Book, but that value is only accurate if they can sell their car at full Kelly Blue Book retail. Every month a car loses 2% of its value, and then you have to attach all the expenses to it that make it ready to sell like tires, brakes, the noise in the back, that light that won't turn on, the safety check, and reconditioning. Also, if another customer comes in and wants to offer less for the car than what it is priced at, the dealership will likely take it because they want to make the sale, thus the customer's car is likely to bring in less than what they believe it will. Explaining this to your customers is important so they understand that you aren't gypping them in price. Now that you have discussed pricing and gotten a definite number from your manager, it's time to complete the sale. Sign the paperwork, arrange a collection date, and always stay in contact with the customer to prevent any problems.

Summary: Discuss the price with your manager. Don't let your customer lie to you. Close the sale.

Practice makes perfect when it comes to getting a good shot. Try to set aside some time each day to just work on basic shooting. Start close to the basket and back further and further away as your shots begin to consistently go in. Some useful tips include: Focus on your target (the rim). Finish your shot with a relaxed wrist. Develop a strong arc. Do 50 easy shots before every practice and game. A free throw is a simple, straightforward shot, but it's easy to miss when all eyes are on you. At the end of practice, stay for a few more minutes and practice some free throws. You're typically exhausted during a game when you have to do a free throw, so it's better to work on them at the end of practice when you're fatigued. Develop a routine that you do every time you're about to shoot a free throw. Whether you bounce the ball twice and spin it in your hands or just take a deep breath, having a routine will help you focus and have confidence. Layups are one of the easiest shots to make and you'll most likely use them a lot. Whether you're playing a small pickup game with some friends or just shooting hoops by yourself, take layup shots frequently to improve your confidence and consistency. When doing layups, focus on you speed, footwork, and ball control. Strength in these areas will often set you apart from your opponent. As you improve, practice slightly more complicated types of shots that are similar to layups, such as hook shots. During a game, you'll rarely have a chance to take a shot while just standing in one place. Many shots you take will require that you pivot or shoot immediately after dribbling to get around your opponent. Play one-on-one with a teammate or friend to get used to shooting under pressure. It's harder to identify what might be holding you back when you aren't sure exactly what your shot looks like. Get a friend, teammate, or coach to film you shooting the ball and then watch and analyze the video. This can help you recognize your errors and make necessary changes.

Summary: Practice a basic stationary shot. Finish team practice with free throws. Improve your layups. Practice shooting with defensive pressure. Film yourself shooting.

A subpoena is a legal command to show up to court on a certain date and testify. You should probably serve all of your witnesses with subpoenas. If the witness fails to show up, the judge could have them arrested and brought into court. Your lawyer can arrange to serve subpoenas. If you are representing yourself, then you can generally get subpoenas from the court clerk. Remember to give sufficient notice. Don't wait to serve the subpoena the day before your contested hearing. Generally, you need to give a couple weeks' notice, though the amount depends on your court. Any document you introduce needs to be made into an exhibit. You probably must give the other parent a copy of all exhibits before your contested hearing. You can turn a document into an exhibit by attaching an exhibit sticker in a corner. If you want to introduce pictures, then put the sticker on the back. Unfortunately, people assume that they know you based on your appearance. For this reason, you always want to dress conservatively whenever you appear in court. You don't have to wear a suit. In fact, you should wear clothes that are comfortable and that fit. See Dress for a Court Hearing for more information. Your lawyer should handle presenting your witnesses and cross-examining the other parent's witnesses. Each contested custody hearing is a little different, but they generally following the same format: Each lawyer makes an opening statement to the judge, laying out what the evidence will show. Whoever filed the child custody petition will present evidence first. The lawyer for the other parent gets to cross-examine the witnesses. The second parent gets to present their case. The lawyer for the parent who filed for custody is then able to cross-examine those witnesses. Each lawyer makes an argument to the judge about why it is in the child's best interests to live with their client. Your primary task will probably be to testify. You should prepare for your testimony with your lawyer. Do a practice run and prepare for cross-examination by the other parent's lawyer. When on the witness stand, remember the following tips: Listen closely to the question asked. If you don't understand the question, then say, "I'm sorry, I don't understand." The lawyer should rephrase it. Think before answering. You should never let a lawyer bully you into answering quickly. Instead, take a breath and think about your answer. Don't volunteer information. Answer only the question asked. Never guess. If you don't know something, say, "I don't know." Avoid arguing. Things can get emotional when the other parent cross-examines you and brings up uncomfortable subjects. Always remember to take a deep breath. The lawyer is trying to rattle you. After all evidence has been presented, the judge should issue an order from the bench. However, if the case is complicated, the judge might take the issue under advisement and contact your lawyer with the result later. No matter how unhappy you are, you should not show anger. You never knowyou might see the judge again a few years down the road when you try to modify custody. If you are unhappy with the result, talk with your lawyer about whether you should try to appeal. With an appeal, you ask a higher court to review the trial record and determine if the judge made a serious error. If the judge did, the appeal court can set aside the judge's decision. Appeals are usually costly. You have to pay to have the court reporter prepare the trial transcripts. This could cost thousands of dollars. If you want to appeal, then move quickly. Courts generally give you only 30 days (or less) to file your Notice of Appeal with the trial court.
Summary: Subpoena your witnesses. Prepare documents as exhibits. Dress appropriately. Let your lawyer handle the hearing. Testify on your behalf. Receive the judge's decision. Consider an appeal.