Auto Sales Tactics - Part 1
Auto Sales Tactics - Beware of Slick Salesmen
If you are considering purchasing a new car or truck (this applies to used vehicles also), you should be aware of a few things about the salesperson you are about to encounter. To get the sale and maximize profit, auto dealerships teach their sales force some variation of the "10 steps to the sale". This is part one of a three part series entitled "Auto Sales Tactics" which will cover steps 1-3 of the 10 step process. These articles will help you to be prepared for your next dealership experience.
The belief is that the steps to the sale are always the same and that as a salesperson you cannot skip a step or take shortcuts. If the salesperson finds that he or she is stuck on a particular step and can't get you to move on to the next one, they will most likely make a "turn". That is, turn you over to another person. The idea being that a fresh face or different personality will be able to move you on to the next step. A turn is not always a bad thing. You may truly dislike the person you are working with to the point of being unable to purchase the vehicle you actually want.
Lets take a look at steps 1-3:
In part two of this series we will continue the "10 steps to the sale" with "qualifying." This is, from the salespersons point of view, the most important step in the process.
The belief is that the steps to the sale are always the same and that as a salesperson you cannot skip a step or take shortcuts. If the salesperson finds that he or she is stuck on a particular step and can't get you to move on to the next one, they will most likely make a "turn". That is, turn you over to another person. The idea being that a fresh face or different personality will be able to move you on to the next step. A turn is not always a bad thing. You may truly dislike the person you are working with to the point of being unable to purchase the vehicle you actually want.
Lets take a look at steps 1-3:
- Meet and greet
- Building Rapport
- Sell the Dealership
First impressions are important. A clean cut and neatly dressed salesperson should introduce him or her self with enthusiasm and a smile. For example, "Hi, my name is Bill. Welcome to ABC Motors. And your name is?" This step is obvious and you should expect no less. But if your first impression of the salesperson is negative you will probably not be purchasing a vehicle from this person. Would you buy a car from a guy with slicked back hair who is wearing sunglasses and smoking a cigarette? Probably not!
Most customers will inform their salesperson at the time of the meet and greet that "I'm only looking" or I'm not buying today". A good sales representative will assume that what you are really saying is, "I'm looking for the best deal and someone who I feel good about buying a car from!" In many cases this is true. But if your intent is only to gather information then don't get caught up in the moment and lose sight of your objective.
Here the salesperson is trying to earn your trust and to sell him or her self to you the client. They might engage you in small talk in an attempt to find common ground. Maybe ask you about your family or notice a bumper sticker on your car and use that as a starting place for a conversation.
Of course, all the time they are trying to get into your head. You should be aware of the implications of what you are saying as it relates to the sales process. The salesperson wants to understand your personality type and discover what motivates you so that you can be moved successfully through the sales process. This is, in a way, part of the qualifying process, (step 4) which will be covered extensively in the next part of this series.
The purpose here is obvious. To convince you that this is the best place to make your purchase and of course have your vehicle serviced in the future. You might hear something like, "It was really smart of you to come here. Most people shop all over town but eventually end up here". Don't allow your ego to be pumped up with garbage like this. Maintain your objectivity!
In part two of this series we will continue the "10 steps to the sale" with "qualifying." This is, from the salespersons point of view, the most important step in the process.
Click Here for your Free Traffic!
Insurance News
| Auto Sales - Google Blog Search |
| Strong July 2010 Auto Sales, No Contraction Yet (F, TM) - 24/7 ... The economy is supposed to be slowing down in its growth path, right? Then how are car sales doing so well? Edmunds.com just released its latest prediction for new vehicle sales showing strong growth. Including fleet sales, the July ... |
| Palladium prices jump on strong auto sales news | The Daily Caller ... Palladium prices are marching higher after a parade of automakers reported stronger sales in the second quarter. Palladium settled up $22.50, or 4.8 percent, |
| Summary Box: Palladium rises on auto sales gain (AP) AP - PALLADIUM MARCH: Palladium settled higher Thursday after a parade of automakers reported stronger second-quarter sales. Palladium is used in automobile catalytic converters. |
| Auto Sales Roller Coaster Keeps Some Guessing - SiriusBuzz We have seen the up and down motion of auto sales with each passing month. Up one month, down the next. High SAAR estimates followed by. |
| 2003 Lexus LS430 $15900 : Wilkerson Auto Sales Wilkerson Auto Sales. Wilkerson Auto Sales. Home · Contact Us · About Us. You are here: Home / Vehicles / 2003 Lexus LS430 $15900 ... 2010 Wilkerson Auto Sales · Site Design by F5 Web Designs · Log in. |
| Penske 2Q profit doubles on auto sales recovery | Autos News ... Bloomfield Hills -- Auto dealership chain Penske Automotive Group Inc. said today its second-quarter net income more than doubled on improving sales of cars and trucks. |
| Fed Beige Book Says Economy Slowing In Four Regions, Auto Sales ... However, most Districts that reported on auto sales noted declines in recent weeks. Activity in residential real estate markets was sluggish in most Districts after the expiration of the April 30 deadline for the homebuyer tax credit. ... |
| Penske 2Q profit doubles on auto sales recovery | All the Buzz Auto dealership chain Penske Automotive Group Inc. said Thursday its second-quarter net income more than doubled on improving sales of cars and trucks. Go to Source Scientifically-advanced luxury. |
| Selecting the Right Lift Kit for Your Truck | GMT Auto Sales | St ... This article explains how to select the correct lift kit for your used truck. |
| Investment opportunities in Chinese auto 4S shops | What Youve Heard With the intensified competition on Chinese auto market, the perfection of the sales and service channels is highly valued by auto enterprises for scale expansion. Though auto 4S shops require a large initial investment, ... |
| RSS integration by RSSinclude |