Inside the mind of a car salesman: #2 of 5
Posted 12-29-2013 at 01:47 PM by Eddie Wilson
Inside the mind of a car salesman: #2 of 5
. . . won’t have the patience for that . . .
30 minutes into it now.
During the last 30 minutes or so, while you have looked at several cars, I asked you various questions. I'm trying to get you to open up to me and get selected, specific information from you.
My thinking is that my job, at this point, is not to get you pick out a particular car, nor is it to get you close to a particular payment. My job is really to help you get a good deal; to help you find a find a car that I think will work for you. That's the place I wanted to go when we first met.
By now the different things that you have said to me are coming together. They are giving me an idea of how to help us pull this thing off. Really, at this point, I probably have a better idea of what to do or how to help you than you do. I do this for a living, you know!
We are still getting along–learning to trust each other. But the fact that you are somewhat cautious is probably not your fault. Many of my customers (maybe you did earlier) say that they ‘research’ before they come in.
Well, I don't know what research you may have done. But if you been to some major websites that offer car buying advice, it is no wonder you are confused and dumbfounded. Several of these very popular sites go so far as to encourage their readers to lie to their salespeople. There is some bad stuff out there. Some of this trash can cripple your thinking and make you the victim of ignorance.
For instance, MSN.com, in its car-advice section, featured an article entitled, “10 Things Not to Say When Buying a Car.” One ‘thing’ advised you not to tell me that you are trying to keep your payments down. Yet another ‘thing’ says for you to not discuss financing with me.
Still another ‘thing’ wants you not to tell me how much you have to spend. I suppose it is advising you to make me guess. C’mon MSN. You can do better than that. If you went there, read that foolishness, and hope to use some of that bilge with me, you’re off to a bad start.
AOL’s car-buying-help touts a “new way to think” when negotiating with a car dealer. It suggests what is a naïve and juvenile approach to car buying. It is essentially useless—inane and counter-productive. It will not get either one of us anywhere. Most of their advice is spurious at best.
All my questions to you are meant for you to give me the right stuff.
The stuff I need to help you. I need the ‘real deal’ from you. I have been doing this a long time. I am now concentrating on what you say and the body language you use as well. I still believe that your responses have been sincere and well-intended.
After talking with you about various this-and-that’s, and with my ‘consulting’ cap on now, I am going to show you some cars that I think will come pretty close to pushing most of your buttons. At first, I will want to do what is called a ‘walk-around’ that highlights the goodies and features on the car so as to show you what you are getting for you money. You probably won’t have the patience for that, and for me, that is a very good thing.
Now, at this point, we pick out a car for you to test drive and buy. I go into some ‘implied assurance’ mindset that some sales trainer left in my head years ago. I am assuring you that the test drive will be worth your time and effort. You, likewise, make the same assurance to me. Here we go.
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