How to Sell Me a Car

[pontiacjs]

when 2 sets of customers walk in the dealership at the same time I will make a descion on who to help.

One customer is a middle aged couple that is walking towards a G6 and the other is an oriental couple with 2 small children holding a folder with several ads stuffed in to the file. They are heading towards the Torrent. You make the call.

If there was only the second customer, sure I would help them. But if given a chance I would knock my mom down to get to the good up.

Any car guy with any expierence will take the path of least resistance, it only makes sense to play the odds.
It could back fire and the first couple is looking for a car for their daughter who is graduating from college in the spring and they are looking at every car on the market and I am the first store they start at..... and the second customer just left the 3rd dealership in a row that ignored them and they are ready to buy, have a gm employee discount, and are looking for the best lease price on a new car. they are told the Torrent is over $500 per month but a loaded Envoy is a great deal, has more equipment and is over 100 per month less. They are so happy that the more expensive Envoy that the salesman guided them to is a cheaper payment that they lay right down and are spot delivered while I am still out test driving the first couple.

That is what makes this Job soo much fun....

[MalibuMaxxSS]

Originally Posted by pontiacjs

when 2 sets of customers walk in the dealership at the same time I will make a descion on who to help.

One customer is a middle aged couple that is walking towards a G6 and the other is an oriental couple with 2 small children holding a folder with several ads stuffed in to the file. They are heading towards the Torrent. You make the call.

If there was only the second customer, sure I would help them. But if given a chance I would knock my mom down to get to the good up.

Any car guy with any expierence will take the path of least resistance, it only makes sense to play the odds.
It could back fire and the first couple is looking for a car for their daughter who is graduating from college in the spring and they are looking at every car on the market and I am the first store they start at..... and the second customer just left the 3rd dealership in a row that ignored them and they are ready to buy, have a gm employee discount, and are looking for the best lease price on a new car. they are told the Torrent is over $500 per month but a loaded Envoy is a great deal, has more equipment and is over 100 per month less. They are so happy that the more expensive Envoy that the salesman guided them to is a cheaper payment that they lay right down and are spot delivered while I am still out test driving the first couple.

That is what makes this Job soo much fun....

you prequalifing mother F#$%^r.....

[Sgt Beavis]

One thing that amazes me is how little so many salesmen (that I've dealt with) actually know about selling. It makes me wonder if some dealerships give a damn.

IMHO, every dealership should issue "The Art of Selling" by Tom Hopkins to every new employee and make them read it. Zig Ziglar's books on selling are good reading too.

Once that's done, train train train and train according to those books. IMO those are selling bibles and what they teach works.

[H3AlphaGuy]

Originally Posted by pontiacjs

Selling cars is more about building relationships than it is moving metal. I sell myself, then the dealership, and then the car.

From what Malibu posted, I think this is lost on him a bit. Case in point, I went to the local Hummer dealer on four separate occasions before I got a salesperson that a) respected me and my wife, b) was informative, helpful, and not pushy (which means let us look inside and out of the H3s in the showroom without the R.E.H. - Rear End Hover), and c) was willing to work with me to test drive both the I5 and Alpha when the dealership was closing in an hour (test drove one, scheduled the other). That last guy got the sale, and that's the guy I would recommend. And when we take delivery, if one of those other sales (or lack of) idiots are there, I'll be damn sure to point out who I went with, and let the GM know why.

[ChebbySalesDept]

Low gross, high grief

High gross, low grief

You guys know what I'm talking about.

As far as the customers. buyers, shoppers, whatever you want to call them here goes, we are paying for our kids educations, cars, Rolex's and all with your money. Thank you!

However, we don't believe most of the **** you spew when you're on the lot or in the showroom. The stories are old and we really don't care. Give us all the phony phone numbers and addresses you like. We'll find you anyway and hound you with follow up calls, letters, etc. until you buy or die. If you're a ball breaker, maybe we're pounding you just to get rid of you so we can get on with a real buyer.

If I stopped selling to a guy that says he's got $7000 to spend because that's all he can afford, I'd have been out of the business a long time ago. In case you hadn't noticed, SALESPEOPLE ARE PROFESSIONAL MIND CHANGERS! You say $7000 is all and I see $7000 down and I'm getting you to make monthly payments on a $20000 car. Just because you think a guy should respect your wishes and show you what you can afford, go cry to your boss for a raise. We don't care. We will get you to spend what we think you should spend. If you want leather, navigation, 20" rims and everything under the sun for $250 a month with $2000 down, don't waste my time. I don't care what your numbers are. All I want to know is what you want as far as the product goes. I will tell you what it costs for you to buy it. That has nothing to do with your budget. It's what you said you wanted. Sometimes the two just aren't the same. I will never ask what you want for your trade. I don't care what Edmunds thinks your trade is worth. I will tell you what the starting figure is and we go from there. If Edmunds says your trade is worth $8000, send it to them and ask them for a check. See how fast that happens.

Long story short, MalibuMaxxSS and all of the other salespeople here should ust keep doing what we're doing. We'll keep making our cash on whoeverwe can and we will dismiss the tire kickers on the lot and wherever we see fit.

Low gross, high grief.

I'll take high gross all day long!

[2648562]

Originally Posted by MalibuMaxxSS

Ya no **** hey, like are you buying today, NO then best price is irrelavent, as is your trade, if you dont want to be bugged then dont bug me about your trade and best price.....

There are so many other thing Im not gonna get into it, but basically it is ou job to bug you sorry, If I go out and shake hands giveyou a card and leave you I get in **** from management, as do most salespeople.......our JOB IS TO get you to buy today, not next week, or month, if you want to look the net has more info them most salespeople know.....

dont hate us its our JOB....simple if you dont wanna be bugged then dont come to a car lot basically, or at least be up front and say im needing some info but not buying today, THEN the salesman can determine how much time he wants to sped with you....and yes its his choice, its his time and money, and if your not buying hes working for free. I will answer all your questions even test drive a couple cars if Im not busy or the lot is quiet, but if its busy and you announce your not buying just looking, odds are if its a busy day, most sales people will drop you like brick....being nice about it of course, I mean if you come in and want to test drive 5 cars like I said and your not buying today what is the point, the cars you drive prolly wont be hree in a month or week, so its pointless, and my best price today will be different next month if the car IS still there.

I would write a guide to BUYING cars but most of you would not listen, and think Im full of **** anyhow, if you have not worked in the car industry, DO NOT pretend you know how it works....you dont....so dont try and tell me how to do my job....I am very good at it I finish top of the board consistantly out of 15 floor guys, and have a very good repeat clientele....so for someone who has never worked in the industry, or knows anything about it to write a GUIDE on how to sell, WHATEVER....everyone has an opinion I guess.

Thanks...

Anyhow Im done

I appreciate where you're coming from. But there are people, myself included, that do not want to deal with pushy (and you sound like it) salespeople. Don't take offence, I know there are a lot of pushy customers who get their kicks negotiating. But I'm not one of those people and I can't be alone. I'm not going to tell you how to do your job since you sound like you do it well, but I would not buy a car from you. I would like to hear your advice on buying a car though (and I'm sure I'm not alone again).

[MalibuMaxxSS]

Originally Posted by ChebbySalesDept

Low gross, high grief

High gross, low grief

You guys know what I'm talking about.

As far as the customers. buyers, shoppers, whatever you want to call them here goes, we are paying for our kids educations, cars, Rolex's and all with your money. Thank you!

However, we don't believe most of the **** you spew when you're on the lot or in the showroom. The stories are old and we really don't care. Give us all the phony phone numbers and addresses you like. We'll find you anyway and hound you with follow up calls, letters, etc. until you buy or die. If you're a ball breaker, maybe we're pounding you just to get rid of you so we can get on with a real buyer.

If I stopped selling to a guy that says he's got $7000 to spend because that's all he can afford, I'd have been out of the business a long time ago. In case you hadn't noticed, SALESPEOPLE ARE PROFESSIONAL MIND CHANGERS! You say $7000 is all and I see $7000 down and I'm getting you to make monthly payments on a $20000 car. Just because you think a guy should respect your wishes and show you what you can afford, go cry to your boss for a raise. We don't care. We will get you to spend what we think you should spend. If you want leather, navigation, 20" rims and everything under the sun for $250 a month with $2000 down, don't waste my time. I don't care what your numbers are. All I want to know is what you want as far as the product goes. I will tell you what it costs for you to buy it. That has nothing to do with your budget. It's what you said you wanted. Sometimes the two just aren't the same. I will never ask what you want for your trade. I don't care what Edmunds thinks your trade is worth. I will tell you what the starting figure is and we go from there. If Edmunds says your trade is worth $8000, send it to them and ask them for a check. See how fast that happens.

Long story short, MalibuMaxxSS and all of the other salespeople here should ust keep doing what we're doing. We'll keep making our cash on whoeverwe can and we will dismiss the tire kickers on the lot and wherever we see fit.

Low gross, high grief.

I'll take high gross all day long!

Direst and to the point and your quoute low gross, high grief....high gross, low grief gotcha ......

one thing in here everyone says they dont want to deal with a pushy salesman....if the salesman is good at it you dont even realize how pushy he is being, that is the thing, you thinke we just go onthe lot and blah blah blah and dont know what we are doing, but like chebby says we are professionals still and here it more days tehn you do, you guys buy a car once every 3-5 years, we sell them everyday, so if the sales guy is good, and you say just looking he has a way around that and has the ability to change the 7G car to &g down on a nice new cobalt....and you wont even know what happened till tomorrow.

[ChebbySalesDept]

The strong shall survive, brother.

Chebby


BTW, we just got our first 2008 Malibu LTZ today. SIlver with two tone brick and ebony leather.

BIG GROSS!!!!!!

[MalibuMaxxSS]

our first CTS showed up Saturday, a blakc and burgundy one, off the hook is all i can say

[depljp2]

I usually don't post on these forums but - can't help it this time.

I am in sales (not car sales) so I may have a slight understanding of the frustration that car salespeople go through.

Do you know that most of these salespeople don't make a darn DIME unless they sell a car? Do you realize that even in the best markets, most salespeople are not making much more than minimum wage once you figure in the hours they are working?

I WILL NOT under any circumstances go into a dealership and waste someone's time, beat them up on price and then say hey - see you in 6 months when I can afford to buy/am ready to buy. That is insane. These people don't have the luxury of blowing some idiot out the door. They have to be nice to everyone.

Also, keep in mind that some of the dealerships don't even let their salespeople calculate a price for you. They have to "approach" the podium and ask for permission to give you a price. This may be why you feel that salespeople at some stores are pushy. Their manager is harping on them to "get the deal done".

Yes, I've have my horror stories but all in all, I don't think it helps the industry to generalize. Not that anyone asked, but the real problem is that the dealers and management feel the need to hire 20 salespeople when they only have sales to support 10. In their mind... salespeople are "free" and don't cost them anything if they don't sell a car. The good thing is that you should be able to find someone to answer all of your questions, anytime of the day. If you don't want to be bothered, find a dealship that is really busy and has no salespeople.

[jonnycat]

They are called car SALESmen not personal car buying assistants. I've been there, had the 20 minute no test drive sale, to the drawn out 1 year follow up, babysitting sale.

Some customers need to listen to salesperson because they can look at a the customer's situation from an outside perspective and have more ideas that may be be better for the customer. Like the guy who bought an extended cab Ranger from me, for a family of four because he wanted a truck but couldn't afford an F-150. I tried.

Some customers have no basic idea of wholesale value for trades. The dealer is a customer with cash in hand, willing to buy their vehicle for price that they can flip for a profit.

I'd say 80% of salespeople suck at their job. Most dealers hire anyone with a pulse to fill a void and then weed out the bad ones.

Selling cars does give one a invaluable insight on how to buy once out of the business though.

[FamilyTruckster]

I've been selling for nearly 6 years, 5 with General Motors. I have more responsibility than most sales people since I can appraise trades, quote prices, do dealer trades, and I am also a business manager. I am probably not aggressive enough but I am a good listener and I am patient. My numbers speak for themselves.

Many customers come in on the defense and the poor sales guy don't have a chance and anything he does won't help him anyway. The customer has a stereotype about the sales person and chances are they will make sure he somehow fits the mould.

Many sales people are aggressive because they don't know when they'll get the next sale. Therefore they tend to be aggressive and try to "grab" you as soon as you step out of your car. If they don't , then someone else will. They may also be under a lot of pressure to perform by the sales manager. I know it sucks but it is the reality, it is a dog eat dog business.

As a customer you must remember this. Why do you think turnover is so high? It's not because the greedy, pushy sales guy is making a killing ripping off customers. It's because it is a "killing field" on the lot. As a customer you get a small dose of what happens at a car dealership. The sales guy lives it every day. Every customer is a different person. What works with one could backfire with another. Try going to work everyday with a new boss who expects things done his/her way and if you get it wrong you will not be paid that day.

I made the choice to sell cars because I am good at it and I enjoy it eventhough my education might say that I have under achieved. I would never again work the lot exclusivly because of the pressure and the pay. It is a very tough job that could make a grown man cry. ( Not me, I'm too macho to cry. hehe)

It's funny because people get mad when you approach them too quickly but they get even more angry if you don't approach them fast enough. Do customers want an exact time where it is OK to be approached? If so please tell me.

As a person in the business of selling cars I will choose who I do business with because I can and I have the right to do so. If you are a pain in the ass I will avoid you or overprice you because you are not good for business. If you treat me with mutual respect than we will both be happy. Here is another secret, you will pay less. Trust me. If we like a customer we will be willing to do more to earn their business.

If you don't like one dealer then visit another. You have all the tools you need to shop around and find the best prices or the best experience. So big deal, some kid talked your ear off while you looked at a car you didn't want to buy. Maybe he just wanted to make conversation, maybe he was desperate?

One last thing. If you hate nearly every dealer you visit and have numerous bad experiences from a variety of dealers, I have one piece of advice.............

Look in the mirror. You'll find the problem. Many really good people turn into jerks on a car lot. But I don't take it personally.

What happened to the spell check?

[FamilyTruckster]

I'll add one more thing about being a jerk. You don't have to be rude ( rolling eyes, accusations of BS, getting offended at a trial close) to be a good negotiator.

Don't take it personally and get upset if you can't agree on price. It is only business. Leave the store and come back a day or so later. This will work to your advantage. It'll give you time to think and maybe ask more questions and it'll let the dealer know you are serious and not wasting their time.

Make sure to ask for the same sales person. If that is not an option, ask for a sales manager. You don't want to start from scratch. Chances are, you may have met the sales manager already anyway.

If you do meet a really bad sales rep. then leave or ask to speak to someone else. Don't get upset. You are in control, don't forget that. Nothing can happen unless you say so.

Don't make unreasonable low ball offers. It will make you appear to be a waste of time.

Never agree to sign anything unless you have fully agreed to the deal. Some places want a sales person to get some form of committment before they'll quote prices.

Never do a credit app until the deal is done. Maybe on a high end car for a test drive or an overnight test drive but never do it unless you feel comfortable that you will be doing some business with them.

[MalibuMaxxSS]

couldnt really have said it better.....LOL I tried but everytime I do it sounds so mean.....

[hrcslam]

Yeah the "sell from the top down" thing never worked for me when I was selling cars. Why are you going to show someone a Cadillac then try and sell them a Cobalt cause they can only afford a Cobalt. Well, now they want a Cadillac so no sale to you because if they can't buy the car they want they wont buy a car. What I would do is let the customer talk them selves up. If they say they are looking for a $20,000 sedan then I show them a G6 or Malibu. If they like the Gran Prix or Impala better then they choose to buy it, not me to sell it. I also agree with let them look if they are just looking. I sold a Corvette this way; a $60,000 cash sale. The couple were looking at the Vette I asked if I could help. They said they were just looking I said o.k and walked away. About 10 minutes later they were asking me all kinds of questions; after telling about 3 other salesman that I was helping them already. And sold that was a nice Vette to. Fully loaded C6 triple black convertable. I sold all my cars this way. I even told one couple who were looking at Cobalts to check out a Saturn Dealership for some Ions (the Cobalts on our lot were over priced, I didn't sell any of them). They were impressed and of course I got some referals from that. I must agree with your assesment of how to sell me a car. I recently tried to buy a 2007 Avalanche and the dealership was rude. I knew more about the damn truck than they did and yet the treatment of ignorance. I told them I have sold cars before then they offered my $4000 in trade for my Suburban. I left.