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A retelling of my life in DC and all the stupid ass sh!t I get myself into...

Car Sales Tactics

Being someone that used to sell cars for large dealerships, I keep my eyes and ears on the industry. For anyone that's passing by here that's in the market to BUY a car, please be aware of some common sales tactics. They do work, especially well on people that are not prepared and might find themselves driving home in a 1999 Neon paying $500/month for 60 months. I'm not saying every dealership out there is going to rip your head off, far from it. I'm simply saying that you should be prepared, think your decision through, be confident enough to walk away don't let anyone pressure you into something you are not comfortable/happy with.

The article snippet below (Wards Automotive, written by D. George) is a work sheet tactic and has several things that you as a consumer can look for. Is this a bad thing the dealership/sales staff is doing? Not all of it. He/She is just trying to build the value of the vehicle and ask for the sale. Is it wasting your time if you don't want the vehicle in question? Hell yes!! Read up on this tactic and look for the signs that it's being used against you. There are parts there that are a little sketchy to me as well. For example "tell them not to worry, you are going to see what you can do" is the polite equivalent of Shut It IMHO. It's one of those, the more you know situations.

Step One: Tell customers you are going to pull out a worksheet and fill out the information on the vehicle that interests them. You will start entering the vehicle details on the worksheet.

Step Two: Fill in the vehicle-equipment list. Do not use abbreviations such as PW for power windows. Put down as much detailed vehicle information as you can. That builds value.

Step Three: Always write down the manufacturer's suggested retail price in the space provided, not the sale or discounted price or they want to start to negotiating from the lower price. If the customer says that they are not paying the MSRP, tell them not to worry, you are going to see what you can do. Do not negotiate at this point. Complete the worksheet first.

Step Four: Fill in the information on your vehicle stock number, customer's telephone numbers, driver's license, how they heard of the dealership, etc.

Step Five: Ask them in whose name will the vehicle will be registered. This establishes mental ownership and closing.

Step Six: Ask: “And providing everything works out, when would you like to get the vehicle?” Regardless of their answer, do not write it down. If you close the sale, they will want the vehicle right away. No matter what date or time they say, always ask them if ASAP would be OK. Let your F&I manager set up the delivery time.

Step Seven: Write the following personalized note on your dealership worksheet. Tell the customer you are going to make a note for yourself and your manager. Read it to them. It should say: “Mr. & Mrs. Customer will get the vehicle today now, only if the price, payments or difference figure is agreeable with them.” Do not ask the customer to initial your note until you have turned your worksheet around to them and reviewed everything on it.

The very last thing you will do is ask them to initial your personalized note. This note should be repeated until your customer fully understands it. The note states they want to get the new vehicle ASAP only if everything is agreeable with the customer and the dealership. If they will not initial it, you might have overlooked something. Re-clarify everything. Once your note has been initialed, start your negotiations.

You do not need a signature on the worksheet until the final agreed upon-numbers have been achieved. After every worksheet has been completed and you have agreed on a number with your customer; a proper and complete bill of sale must be done.

Wrap Up:
The more people you get to a worksheet, the more people you will close. Every dealership will have its own version of a worksheet.

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posted by Cptn S.A. Ho @ 12:58 PM,


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