When it comes to dealing with a car salesman, you have to understand that salespeople in general are schooled on overcoming objections and getting positive responses to their questions.
This isn’t just in the case of the car salesman. It’s true of all sales.
This isn’t a derogatory observation. It is what any salesperson must do to be successful.
The salesperson must be able to think and converse on their feet. Successful selling takes positive energy between the customer and the sales person. It not a good sales tactic to let the conversation stall or begin talking about negatives.
Again, the purpose of a salesperson and how they ultimately make their living is to sell you something; to continually move you mentally toward making a purchase.
So, while you’re out car shopping don’t be surprised if you a few lines:
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Don’t let the salesperson ‘oh by the way’ extra cost you on the vehicle. Sometimes letting you know that this car already has had fabric treatment applied, paint sealant, some sort of undercoating, pin stripes, glass etching, etc. All of these add no value and are big profit items for the dealer. And they don’t need to be part of the selling price of the car.
Don’t let the sales person bump you up in your price a few dollars here and there. Stay firm and focused. Be very wary of something that is ‘only going to add a dollar or two, to your monthly payments.
Through it all ask many questions if you feel confused. Get up and take a break and walk around if need be. Remain confident in your research and ability to negotiate.
Even though the negotiating process may take a while, if you felt as though the salespeople have dealt with you in a straightforward manner and worked hard to put the deal together, then by all means get the car you’re after.
The dealer will make some profit any business will and should. Profit is a function of staying in business and making a living for you and your employees. Any business has to.
No dealer is going to sell you a car for $20,000 if it cost them $21,500, and you shouldn’t expect them to. If you have had a tough but good experience then buy the car… it’s a win/win and you can develop a good relationship with the dealership.
The last couple of cars that my wife and I bought were a tale of two trips to the dealership. The first time in we were looking at a new car. And it was the first time my wife had the pleasure (tongue firmly in cheek) of being with me on a car buying day.
A really long story (and day) short.
When we left that day after signing all the paperwork, my wife said to me…. my goodness, I would have paid way tooooo much for this car. I said, “Believe me… I know.”
I think our salesman that day was as tired as my wife… but it was a good day. I kidded the salesman and said my car is getting a bit long in the tooth, so I’ll be back in a few months to buy a used car from you. He laughed and said “thanks for the warning!”
Fast forward a few months…. I’m back. I look Joe up and we go straight to his office where I told him the used vehicle that I was looking at, the price I would pay for it, and what I wanted for my trade.
Joe looks at me with a grin and says, “should I even have my used car manager drive the trade”…. “can if you want, Joe… it won’t change my offer.”…. He didn’t… they knew me.. we did the deal… out of the dealership in about an hour with the numbers I went in with.
Did the dealership lose money… no. I didn’t expect them to.
Did they make big money… no.
Did both parties win… yes.
I bought car number two from them, and they and Joe made some money and moved some inventory; which is a very good thing.
I stopped by the dealership not too long ago to hi to Joe and pull his chain a bit…. Joe had retired….
hmmmm maybe I should re-think that last deal I got!!!
Some car sales tactics next…
