Well, he was a serious buyer. I know other people who've gone from a sensible "Mom-mobile" to a sporty, expensive ones once their kids reached a certain age.
My second car, I saved for almost four years to buy it and bought it outright. It was my first new car. I had been driving a crappy 1996 Pontiac which was three different colors, prior to that. When I got to the dealership, they noted my crappy car and none of the salespeople gave me the time of day and I was left ignored until I finally flagged someone down. When I did, he gave me brusque answers and then walked off in the middle of my questions to greet and attach himself to someone who I guess, to him, looked more in line to buy the cars they had there.
I left almost in tears because I'd been so excited to be buying a new car, but what should have been a happy moment for me was ruined by their rudeness and brushoff. I left, went home, dug through my shoebox of business cards and found one for that dealership, of a salesman I'd shopped there before, who was friendly and nice and thorough. Called him, he wasn't at work but offered to come in. When I went back, he was there waiting for me and my purchase was finalized in an hour. He got the commission and the other rude ones, who'd ignored me completely only an hour and a half before, were either hanging all over me pretending to be nice, or glowering at my sales guy, across the sales floor.
All I'm saying is, they need not be discriminatory. I'd imagine they could lose a lot of business by brushing off customers who "appear" to not be able to afford something.
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Plan the work. Work the plan.