Good Morning, Car Jocky:
Thank you for your detailed response. I appreciate that.
>>BUT what is wrong with saying if you like this car and we can get the price you would like would you buy it? Selling is just that. Asking for the sale.
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What is wrong is that the salesperson has been instructed to lie right up front. They know full well there is no way they can get the car for that price -- but say, "Would you buy it at that price"? A phony question. If I'm in sales, I want a "YES" response to my questions -- but not if I lie in order to get it. The truth is, again -- the purpose is to get them "committed" and emotionally involved. Why not post the blue book value of the car on the car -- or have it on a list in the salesperson's possession so they could say instead something like, "The book value on this care is X number of dollars -- and that is the price range we are talking about". We both know the answer to that?
>> It will show how serious you are.? Sales people have no problem spending 3-4 hours with a customer that is looking to buy a vehicle. Not saying that they HAVE to buy right then but at least be serious and are looking to buy. They do have a problem spending 3-4 hours with a person that is "just looking". This is how a sales person makes a living. They have every right to "qualify" you as a buyer or a looker.
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I have no problem with that -- it's how you go about it that troubles me. You have them fill out the paperwork just after going thru the phony game of getting them committed based on a bogus offer. Are you not admitting that this is done for the emotional commitment -- at least in part?
>>You make a ridiculous offer on this vehicle because of that. So lets face it. You too are playing the "game". So naturally what do you think the "closer" is going to say? He is going to explain how ridiculous your offer was. And lets face it you expected it because your offer was what it was because you knew they wouldn't take it.
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Nonsense, Carjocky. The ridiculous offer was not the intention of the buyer when the conversation began. It was "promoted" by the salesman -- and you know that. One time when asked, "What would or could you pay for this car?", and I in response quoted a price that I knew was thousands below "wholesale" -- and he naturally responded, "If I can get if for you at that price, would you buy today, and so on and so on". I then told him I don't deal with phony sales techniques and walked. Wouldn't it have been nice if he would have said, "Here's the book value -- so this is the price range we are talking about . . ."
>> How is over comming your objections and satisfing your needs taking advantage of you?
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None -- it's just that it's enveloped within a phone con. And I have no problem with your making a profit. It's when you make it as a result of the process we're discussing that bothers me.
>> You ask "why"? It is because when 99% of all customers walk on the lot they are lying and playing the game. They are on such a defensive mode that they are tough to deal with so that is why you see the "con".? Before the customer leaves thier house for the lot he has a "game plan" he is going to show the salesperson how to buy a vehicle.
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Why do you suppose potential customers are in that frame of mind? I contend that "You" (not you personally) started it -- and have created the dealer reputation for doing it.
>> Here is the best advice I can give you when looking to buy a vehicle. And if you follow it you will have alot better experiences when purchasing a vehicle.
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Thanks for that -- but I modify it a bit. I wouldn't tell a salesperson how I want to be treated. I wait and find out where they are coming from. I can then adjust accordingly. Here's my approach.
o I find out exactly what the book value is on the vehicle I am looking for. The last time was a few years back when I wanted a Used Jeep Cherokee to tow. I got this from several sources and printed them out on the '96 and '97 models. I would rarely trust a dealer to tell me what a car is worth.
o I determine exactly what I able to pay and what I will pay "before" I enter a lot -- or deal with an individual.
o The next steps happen in sequence based on the results of the preceding step. If looking and examining the vehicle satisfies me as to the one I want - I then ask questions such as do they have the maintenance and body work history (has it been hit and repainted anywhere kinda questions). And then a test drive if all is well so far.
o If this is the car I want, I make a legitimate and fair offer. When the Closer greets me, I explain that I am ready to write a check for this amount, that I only allow one trip to that mysterious "main man", and if my offer is rejected, I walk.
The nonsense then begins when the Closer returns? -- explaining why the price must be higher and so forth. On the jeep, the Closer mentioned that there was NO WAY I could find that vehicle for my bid price anywhere else. He was surprised when I then laid on the table in front of him 5 different Internet Ads with price quotes from dealers and individuals very close to my offer - within the cit limits of Sacramento. His response was, "Well, I see you have done your home work."
As per usual, he then said they just couldn't do it unless I upped the bid by $700.00. We shook hands and I headed for the door. The young and obviously new lot guy came with me and seemed very depressed because of the lost sale. I told him not to worry -- in that they are not going to let me get away and that my offer was a good offer.? By the time I got to the edge of the lot -- the Closer came running over explaining how he had successfully talked the Main Man into the sale at my price.
>>My last comment will be this. I DO NOT sell people cars. I HELP them buy one.
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I believe that and appreciate your responding to my questions here.