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Smart Shopper Stories from the Sales Frontlines
48126 messages, Last post on Dec 08, 2009 at 7:50 AM
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Tjw, suppose you have a buyer like me who knows exactly what car he wants and knows exactly what he wants to pay, and will not pay a penny more. Would you rather I take a test drive and put useless miles on a new car and waste your time if you know you will not accept my offer? Or would you rather first agree on the price and then do a test drive so I can make sure the car does not have some obvious problems?
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The dealer, like all dealers could be easily sold a sales program. Thus, we were introduced to the O.K deal. It was intended to increase gross per unit by raising the customer's payment expectaions. . You would do the following with a buyer. Lowball the trade, then once the customer yelped, you replied O.K., what were your realistically thinking? The process was repeated with excessive money down. O.K. The payment was then inflated and the customer screamed again. O.K. I forgot what the other key question was.... but the key words were always replied back to the buyer were...O.K. First day of the new program, a pulp wooder comes thru the door to trade trucks. Salesman grabs him and then proceeds with the new system once landed one a truck. He low balls the trade and the pulp wooder screams every profanity known to mankind in his office and out on the shoowroom floor.While making his way toward the front door. The salesman replied. O.K. Neededless to say the O.K. Deal lasted very little time at the dealership.
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Replying to: tjw1308 (Nov 01, 2006 7:30 am) Just remember that there are many right ways to do things. And what may be right for one is not right for the next. |
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Replying to: bobst (Nov 01, 2006 7:45 am) Or would you rather first agree on the price and then do a test drive so I can make sure the car does not have some obvious problems?" What I'd rather do is irrelevent. A test drive and cursory inspection takes all of 20 minutes TOPS. You don't have to drive it to Mexico, just around the block will be fine by me (and ownership). It DOES do something for you, because if we for some reason can't conjure up one just like it (if it doesn't meet your inspection criteria) there's no reason to even talk numbers anyway. It also gives us a chance (if there is something wrong), to know about it BEFORE the negotiations start and it becomes a deal-killer later. If that's too much to ask, it's not that we don't want your business, it's just that you are being unreasonable from the get-go, and you are presenting yourself as nothing more than brain-damage and survey risk. And just because someone says "not a penny more" are we really supposed to be naive enough to believe it? And if so, why is it that customers bump in $$$ every day? Maybe you'd be the one to walk out over 1 penny, but you'd be in the minority. T
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Replying to: tjw1308 (Nov 01, 2006 7:43 am) Well since I most likely would have found the car on the lot beforehand I don't think that would be a issue. I disagrree 100%. You are welcome to. But following that advice I took a sales team that was at the bottom of the barrel (ok it was actually below the barrel) and in less than 7 months out did what that team did in the previous 12 months. Out of 10 groups we were #10 when I came in and way behind #9 (basically due to the territory was the worst of the lot) and got it to #7 in less than a year. All by throwing out the companies tried an true sales script/method and tailoring the presentation to the customer. However the chain of command didn't like the fact that I was a maverick and we butted heads repeatedly over it, but since our sales were climbing I didn't budge. Of course the found a reason to replace me with someone who would follow the companies tried and true procedures and sales for the group tanked. I worked in sales paying my way through college. I found out quickly that by not following the "sales script" and tailoring the sales presentation to the client I could sell a lot more. Within three months I was out performing their star salesman. Yeah you can disagree with me, but that doesn't change the fact that it works. Inspect what you expect. Someone else's "enlightened eye" isn't mine, you are quite correct. And yours isn't mine. Do whats best for the customer.
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Replying to: bobst (Nov 01, 2006 7:45 am) |
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Replying to: tjw1308 (Nov 01, 2006 7:30 am) As you said, there may several reasons why I may not be a quick sale, if I like the car, am ready to buy, and (assuming) am reasonable with my expectations regarding pricing: 1. When I'm wrong about something about the car or it's market value. I'm likely not accept what you say, until I can verify it independently. So we go our ways. 2. When you are wrong about something regarding the car or its market value. You probably think I'm a moron who thinks he is right and you cannot possibly be wrong. I likely think the same, so we go our ways. 3. When I decline your "extended protection package", you say "but....", I say "no", you say "but....", I say "no", you say "but..." and so on  4. When I know I have 750 score (checked last wekend), you try to sell me 9.5% APR, I say "no", you say "but...", I say "no", you say "but..." and so on There are probably plenty of other reasons why we may not be quick sale, even if well informed. Some of them may be becuase of us, but just don't tell me you try everything to make it quicker, just those darn customers would not comply. |
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Replying to: snakeweasel (Nov 01, 2006 8:03 am) A lot of cars have digital odometers these days, and the mileage is not always visible unless the car is on... food for thought... -thene 
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Replying to: tjw1308 (Nov 01, 2006 7:43 am) Just one comment before I drop this whole thing. You sit there and claim you don't want to be a doormat yet you expect your customers to be one. 
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Replying to: snakeweasel (Nov 01, 2006 8:29 am) the salesperson isnt coming to you, you are going to him. he has a job to perform, and by doing that, he is not using you as a doormat. on the other hand, by you telling him that he shouldn't do his job (show you the car and take you for a test drive) you are using him as a doormat. no one is forced to buy a car from anyone, and salespeople are not forced to sell you one... -thene
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