With the economy getting better (sorry Toyota), it appears customers are still the same. They still just want a good deal! Who would blame them?  We would too if the roles were reversed.  In fact, you could say it’s the most natural part of every day in the dealership.

If it’s expected and a “natural” occurrence, why then do salespeople get all messed up when an aggressive customer asks about price, invoice, rate, trade-in values, down payment and monthly payments??

Perhaps it is that we all know if these questions are answered with a “number”, then it is very possible the number given may be too high.  However, if we ask what “number” they have in mind, we look like the same sleazy salesperson that caused them to walk out of the last dealership they visited, plus we have now mentally locked them in and only a very long negotiation process might be successful.  I said “might”.  It would have to depend on how you define the word “successful”. Read more…

For Salespeople, Sales Process best price, down payment, fender trading, monthly payment, numbers on the lot, salespeople, toyota

How much profit would you like us to make on this sale?  That would be the dumbest question in the car business.  It doesn’t take a rocket-surgeon to figure out that the most common answer will be:  “As little as possible”.

I know that question sounds a little ridiculous, but many salespeople and managers ask a question that sounds exactly the same to a customer:  “How much down payment are you going to put on this car?”.  Come on…  Be honest.  Think back through your last 10 deals and I’ll guarantee you asked something similar at least 8 times!  If so, you’re asking the 2nd dumbest question in the car business. Read more…

For Managers, For Salespeople down payment, sales training, salespeople, video

 We’ve all seen it… The green pea salesperson who blows-up the sales floor in his/her first month selling cars.  Many experts in the car business will tell you it’s because they don’t know any better, or they don’t yet have any bad habits.  I think those are both excellent answers, but we should dig a little deeper. Read more…

For Salespeople, The Business car business, create hope, discussing numbers on the lot, down payment, foundation techniques, green pea, payments, pre-qualifying, salesperson

Do customers at your dealership hallucinate?  Please don’t misunderstand, I’m not implying your customers are on on drugs (but some are!).  Merriam-Webster dictionary says to hallucinate means “to affect with visions or imaginary perceptions”.  I’m not sure about your customers, but it’s a very accurate description of what my customers do when placing a value on their trade-in vehicles! Read more…

For Salespeople car business, CSI, dealership, down payment, fear, gross profits, hallucinations, negotiate, salespeople, trade, trade appraisal, trade evaluation sheet, trade-in, video