I negotiated a deal this weekend from the Sales Manager’s side, and I couldn’t believe what I saw.
I could have priced my vehicle at any price and she wouldn’t not have cared. The only thing on her mind was getting the most money for her trade. Rate, term, and price was not on her mind.
The lady wanted “cash for clunker” value for her trade even though the program has been done for awhile. Using Kelley Blue Book as a tool I was easily able to get her to take less for her trade. Unlike most managers who would take advantage of this lady I tried to teach her something, here is what it was.
I told her it isn’t just the value of her trade, but the price I am selling her our car for. I gave her a couple of examples, and she looked at me with “deer in the headlight eyes”. It seems the last store she was at was over pricing their vehicle to show her more money for her trade. Smart decision by them with her hot button being her trade value. I gained her confidence and we sold her a car. I would say I earned a customer for life. I would rather sell a lot of vehicles to a customer and all their friends at a lower profit margin instead of only getting them once for a huge profit.
Yes we made a profit, which we should, but she could have easily save herself some more money on her trade, the vehicle she was buying and the interest rate. With the right tools, and tactics she could have easily proposed a better offer, and won.
What an excellent example of a well executed, ethical sale. You acted in the customer’s best interest, educated her somewhat about what was going on and made a profit on the deal.
Bravo!
Steve Chambers
Body Language Speaker
Only if everyone selling cars was like you. At least we have your solid advise for negotiating.
Jose Escalante
http://www.joseescalante.com
Ethical sale is still a win for you and a win for her. Having her walk away from the sale understanding her position is more powerful for you in teh long term. Best advertisement you can get! Good work, kudos!
Kate
Sweet! Sounds like you have an educated customer = happy (returning) customer.
Keri Eagan
Alternative*Insight
Great story! I like associating with business people like you.
While I have never been in the business I can’t help but think that if a person plans to make the car business a career this is how to do it: build a loyal client base who will only buy a car from
you and will tell their friends about how well they will be treated.
This story warms my heart.
Martin O’Connor
http://www.smallbusinessdesigncenter.com
Kudos for you for making an ethical sale. So are you staying in the car sales business or are you going to be a private negotiator?
Lisa McLellan
Babysitting Services – Babysitter in your area
I was told that most people who bought cars in Cash For Clunkers didn’t get any other discounts off the car price. In most cases, they paid more for the car than if they had come in negotiating the week before…
True?
Seize the Day,
Rob
Sales Tactics For Small Business Owners
Can i take a one small pic from your blog?
[url=http://iphone-ipod.110mb.com/]Pett[/url]
Yes, thanks for asking
Hi Car Guru,
1. That one above, that is HIGHLY likely… spam. u might want to delete it. It made no actual reference to anything SPECIFIC at your car selling and buying negotiating website. The comment was generic.
Meanwhile…. great example of ethical selling and also about how yes, we buy emotionally… really in every situation. I just think car buying is a scenario where we are VERY very aware that we are doing so emotionally and that the whole negotiation process is highly emotional.
Cheers to you for doing a great job of SELLING and developing the customer relationship.
Happy Dating and Relationships,
April Braswell
Single Baby Boomer Dating Success Expert
I’m glad to hear this…if only there were more business people out there like you.
MissMentor
Good job handling that sale. It must have been tempting to just make a big profit from her.
Bert (alter ego- Mister P)
MisterP.org/blog
Great strategy for lifetime customers, and and all round nice thing to do!
http://www.martin-wright.com
Strategies For Success
Boy you would be a salesman anyone would come back to. You know what the customer wants and still give a good deal. Good for you. I’m sure you will have many sales in the future with your ethics.
Vicki http://www.bridal-threads.com
I’ve been through this myself. The customer almost always gets less for their trade in than they expect. But if you shouw them an overall deal that’s good, it’s a win-win.
Greg Dougall, Philanthropist-in-Training
Great story…..
I use the adage …
Pigs eat … Hogs go to slaughter….
Its great to know that someone has values…. Kudos
Scott Payne
http://www.scottpayne.me
Today I’m going to recommend to you my son’s site,
powerdiversiry.com .
It’s fun.
Martin O’Connor
http://www.smallbusinessdesgincenter.com
Hi. I wanted to say thanks for keeping up the great work and also wish you a Happy Thanksgiving! Keep in touch…
Greg Dougall, Philanthropist-in-Training
Merry Christmas!
Marty