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RE: "One of my wholesale sources is a pretty good size Chevrolet dealer. The dealer personally sells about 50 units a month, and I have had the "pleasure" of seeing him in action many times. I just shake my head with the way that he talks to people and how "professionally direct" he is. From the time that he greets a customer, it is 100% business. Not much small talk, not much joking and laughing. I heard him closing a deal a couple months ago, and it went like this: "Mine is priced at $xx,xxx, I will sell it for $xx,xxx. I will give you $x,xxx for your trade. So do you want to buy it or what?"Try that as a rookie sales person. This dealer isn't doing business with most of these people for the first time. And that's the point. We've run off a lot of good talent and most consumers are meeting their sales person for the first time. Closing rations rise exponentially when your consumer is a repeat buyer. I remember breaking into the business with the perception of a consumer. 45 years ago this store was what we would call "One Price/little negotiation." WE did pretty well because we had an extremely low overhead and a sales staff that had been there for a while. Our strategy was to give the customer a quote, which they readily took to our competition. You should try that sometime, then decide who is honest and who is dishonest.
RE: "One of my wholesale sources is a pretty good size Chevrolet dealer. The dealer personally sells about 50 units a month, and I have had the "pleasure" of seeing him in action many times. I just shake my head with the way that he talks to people and how "professionally direct" he is. From the time that he greets a customer, it is 100% business. Not much small talk, not much joking and laughing. I heard him closing a deal a couple months ago, and it went like this: "Mine is priced at $xx,xxx, I will sell it for $xx,xxx. I will give you $x,xxx for your trade. So do you want to buy it or what?"
Try that as a rookie sales person. This dealer isn't doing business with most of these people for the first time. And that's the point. We've run off a lot of good talent and most consumers are meeting their sales person for the first time. Closing rations rise exponentially when your consumer is a repeat buyer.
I remember breaking into the business with the perception of a consumer. 45 years ago this store was what we would call "One Price/little negotiation." WE did pretty well because we had an extremely low overhead and a sales staff that had been there for a while. Our strategy was to give the customer a quote, which they readily took to our competition. You should try that sometime, then decide who is honest and who is dishonest.
