Why can't I just look?

[triadecho]

There is a string of dealerships here along a major freeway all owned by the same man. It's amazing how differently each store treats potential customers. The approaches vary from high pressure squeezes all the way down to "Let me get you a good price". The individual dealer management must set the tone.

For static looking, Sunday's are best because dealers are closed. A lot of the cars are left unlocked and you can take all the time you want. Just waive or say hello to the lot security man and you will have no problems as long as you don't try to pry out the stereo or something.

[AndrewGS]

When I got my license the first thing I did, and still do every so often, is cruise the dealers just looking at vehicles for the sake of getting to know them. I collect brochures and still love to pick a few up when I'm at a dealer during business hours, but I usually look around at night so I don't bother a hard-working salesperson and so they don't bother me.

I was looking around on a Sunday in late Feb. of '99 at the GMC/Pontiac dealer and they had a white Sierra SSE (Sport Special Edition) that had just come in. I really liked it but I had just started my first job and didn't have any credit built-up or income history. Nevertheless, I went by the next Saturday to drive it and get a brochure. I pulled up in my old Cherokee and my friend and I hopped out, he was 17, I was 18, so I guess we looked too young and poor to buy anything as we weren't approached. The guy I finally approached asked me if I was ready to buy and I told him no, so asked me to come back during the week when they weren't busy, this while sitting in a chair out front with a bunch of other salesmen. So, I got back in my Jeep, really pissed, and I hauled ass out of there.

Well, I really wanted to look at that truck, so I went back several days later and I was approached and greeted. I told the salesperson that I wanted to drive the truck and get a brochure. He made a copy of my license, grabbed the keyes and a temp. tag and told me to take my time, so I had a nice test drive by myself and really fell in love with the truck. When I returned he was nice and asked my if I wanted to take it home, so I told him my situation and we talked about credit, then he gave me the brochure and his card and told me to let him know when I was ready. Two months later I took delivery of a similar but higher-optioned Sierra SSE. About a year later he sold me a 2000 Sonoma, became a sales manager and set me up with a salesperson that sold my aunt a 2007 Sierra, my sister a 2007 G6 and my grandparents a 2007 Acadia.

I've thought many times over many years about selling cars, but I want to be honest, treat everyone equally and let customers have their space and time to think. I feel that once you help someone they will want to help you in return with referral and repeat business. I found this to be true about 50% of the time in electronics retail and I would hope it's true more often in auto sales.

[ChebbySalesDept]

Originally Posted by Swahili

This is an interesting thread. Yesterday I stopped into the local Chevy dealer here on my way to get groceries because they had a black 2000 Camaro SS on the used car lot and I wanted to go see the car. I spent 5 minutes looking at the car from all angles and I noticed no one came out to ask me if I needed any help. I went in on my own and started talking to one of the salesmen, I asked my own questions, had a quick chat, and left. There are times when someone wants to be able to look at a car for a few minutes on their own before being approached, and I can understand I may not be the majority in this case.

When it comes time for me to buy a new car, I will already have in mind what I'm going to buy. I don't want a salesperson to try and sell me another car on the lot if at first I'm not committing to the car I came in to look at. I think though, that if a salesperson approaches me, and I want sometime to look at the car on my own, I'll get their name, tell them so, and find them on my own when I'm finished. Now I realize as a salesperson, you can't leave your sales up to customers who will come find you, but for me personally, I'll have already decided what car I want before I step foot on the dealership.

The salesperson who is respectful, polite, friendly, and helps me some in terms of pricing, will get my business. If I feel they're talking in a condescending manner to me because of my age, I'm walking.

Ultimately, I agree with the consensus that customers and salespeople be up front about what they want, and do it politely. It will make everything a little smoother.

Shame on that dealership. They put the Camaro SS out on the lot (bait) and you stopped and looked at it. Why? Because you had an interest in the car. Now if a salesperson who wasn't busy yapping with his other buddies who are selling 3 cars per month, you may have been helped sooner. Are you telling us that if a professional saleperson approached you, got you excited about the car with a good product demo and test drive, showed you how affordable it was based upon your terms, that you wouldn't have considered buying something sooner than your original plan?

I think you got off easy by having a dealership with lazy salespeople otherwise you may be driving that SS already.

As was stated earlier in this thread, it is our lot and if we want to hover over you, we have that choice.

Chebby

[ChebbySalesDept]

Originally Posted by roteague

I'm curious. Would it not be possible for the salesman to be on straight salary, rather than having to rely on a commission in order to make a living? Seems, like that would solve some problems - and raise more, I'm sure.

What would be the advantage for the dealership by paying mostly salary as opposed to commission? There would be no incentive to sell the cars at any more than a minimum gross profit. Salaried salespeople give the store away all of the time. It's bad enough when most salespeople control the price of the car, the dealership suffers overall.

That's why the managers control the price. It is not the salesperson's right to say how much cars get sold for. Their job is to get as much as possible, period!

We are in this for the money, yes??

Chebby

[ChebbySalesDept]

Originally Posted by BryceStrong

ChebbySalesDept, how does the 'wait in line' system work? Is it effective? It's only done at a few places that I can think of. At our dealership, it's a first-come, first-serve basis. If the salesman isn't on point when an up shows, he's SOL.

When it's a free for all, it's not fair to the dealership. Reason being is that the minute a salesperson feels he's getting jerked, he brooms that customer and takes another without checking with management. In other words, he thinks the second guy is more serious than the first. In reality, he just gave up on the first guy when he may have been closeable.

For us, we have 5 new car department salespeople. On a Saturday, first one in is the first one up. Everyone takes their turn and you better work 'em because you have to wait for the next one. If the customer walks in and says, I just wanted to show my 6 year old that Corvette, THAT'S YOUR UP! Brochure? That's an up.

Work it hard. What if it's the only one you get all day?

Chebby

[tom3]

I kick tires on a Sunday evening. Not surprising to see quite a few other folks there also. Salespeople have a job to do.

[goblue]

Originally Posted by BryceStrong

I don't think that customers realize that they don't own the lot. Meaning, customers aren't entitled to browse without 'interruption'. I never realized how immature I'd acted until I became a car salesman. I was just like some of you who'd never give the salesman the time of day. My mother and I were broomed once (for good reason) when we were shopping for my first car. Now, once a month, I'll deal with a customer (who's older than I am) who acts like I did at 16. Remember that you're on the salesman's turf. Be polite and carry yourself with respect. Don't give more credit to the phrase, 'buyers are liars'.

Wow - guess I'm never buying a car in Golden, CO. Once I meet you, I expect to browse on my terms - uninterrupted, for as long as I want. When I'm ready to talk - I'll find you. Pestering me is whats immature. The best salesmen just know when to approach, and when to hold - they instinctively know that every customer needs a slightly different approach.

Also, I don't buy until I have the best price from 5 dealers - could be the easiest sale you ever made. I don't buy a washing machine without checking a few places for the model I want, and you want me to skip that with a car? Yeah right.

[MalibuMaxxSS]

Originally Posted by goblue

Wow - guess I'm never buying a car in Golden, CO. Once I meet you, I expect to browse on my terms - uninterrupted, for as long as I want. When I'm ready to talk - I'll find you. Pestering me is whats immature. The best salesmen just know when to approach, and when to hold - they instinctively know that every customer needs a slightly different approach.

Also, I don't buy until I have the best price from 5 dealers - could be the easiest sale you ever made. I don't buy a washing machine without checking a few places for the model I want, and you want me to skip that with a car? Yeah right.

lol 5 delaers your a salsmans worst nightmare, the 'easy sale' they may get will get them a minimum deal here it is 100 bucks, and then prolly get roasted on the CSI you fill out costing htem more money...

[MalibuMaxxSS]

Originally Posted by ChebbySalesDept

When it's a free for all, it's not fair to the dealership. Reason being is that the minute a salesperson feels he's getting jerked, he brooms that customer and takes another without checking with management. In other words, he thinks the second guy is more serious than the first. In reality, he just gave up on the first guy when he may have been closeable.

For us, we have 5 new car department salespeople. On a Saturday, first one in is the first one up. Everyone takes their turn and you better work 'em because you have to wait for the next one. If the customer walks in and says, I just wanted to show my 6 year old that Corvette, THAT'S YOUR UP! Brochure? That's an up.

Work it hard. What if it's the only one you get all day?

Chebby

Ive worked both open floor and an 'up' system, the system works better for customers and sales, but only works in smaller stores...hard to monitopr 15 sales guys here, but a open floor is like a shark pit, 15 guys all basically self imployed......dont feel bad there is a store here in town the REQUIRES a salesperson be at the customers car door as tehy get out of the vehicle or as close to it as possible, then you deal with a salesperson who turns you to a closer, and first thing they do is take you 'test drive' info which is a credit app. man they screw people over bad

[ChebbySalesDept]

Originally Posted by goblue

Also, I don't buy until I have the best price from 5 dealers - could be the easiest sale you ever made. I don't buy a washing machine without checking a few places for the model I want, and you want me to skip that with a car? Yeah right.

Make it 6 dealers and leave us off the list. We're not getting into a bidding war with our fellow dealers. In fact, please make it known to all of the 5 dealers that you intend to shop the other 4 and whoever gives the lowest price wins. You will get lowballed so bad you won't know what hit you. That's what the "what if?" is for.

"O geez, we can't do that price. We ran out of the coupons we were gonna give you last week." We'll chuckle as you steam out the door and go back to lowball number 2.

[MalibuMaxxSS]

I know I love the 'best price' calls, I lowball so bad its not even funny, tehn when they get here oh ya that one sold.....keep driving or pay a little more for this one.....game works both ways....

[Bidler]

[quote=pontiacjs;1231830]"Hi folks, welcome to ***** Pontiac, are there any questions that I can answer for you?"

"no thank you, we are JUST LOOKING"

"Great, are you looking for anything in particular?" (customers always answer 1 of 2 ways)

This is as close to the words that I used when I was on the line. I would say " great, are you thinking car or truck so I can point you in the right direction" Once they told me that answer I would say "right this way" and walk them to the right area. While walking I would get additional information to their specific needs - 2 door, 4 door, crew cab, etc. Once I had them talking it was easy to get them to the vehicle they were looking for and into it for a test drive and into my desk.
Now I am fleet/internet so I have little use for those word tracks anymore.
I do have one issue though...if you are GMS, tell the salesperson up front. Some stores require those transactions to be done through fleet plus it is a LOT easier on the sales person if they know up front.
Keep in mind that GMS is a privilege and not a right! I am a pretty nice guy and I can not tell you how many GMS customers I have had who are rude and not at all thankful.

[BryceStrong]

goblue, I hope you don't buy a car in Golden: that's my competition. So come see me when you're ready. BTW, for your salesman's sake, I hope you give him perfect CSI.

Originally Posted by ChebbySalesDept

"O geez, we can't do that price. We ran out of the coupons we were gonna give you last week." We'll chuckle as you steam out the door and go back to lowball number 2.

Exactly! If I were in retail I'd have no incentive to give customers that ammunition, just so they could use it against me.

[triadecho]

The very best and most knowledgable guys to talk to about the features and reliability of a new car are the mechanics and techs. These guys are often blunt and outspoken. They are, therefore, kept buffered from the public by the service reps.

You can often corner one when they bring your car up from the service garage. Strike up a conversation and you can learn a whole lot real quick.

[HoeyHimself]

I get bugged when they lure me into the office because I have a hard time simply saying "No" and wind up filling out paperwork and the like. Yet, at the same time, I feel bugged when I can walk all around a lot and NOT get attention from the sales people. Go figure.