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Forum: Idea Exchange
Topic: How Do I Deal With A 2nd Baseman
Topic Posted by: ken bates (kenb@puyallupnissan.com )Organization: puyallup nissan
Date Posted: Wed Jun 5 14:38:34 2002
Topic Description: i am open to all ideas on how to deal with folks that bring their "expert" along shopping and have them stepping in and out of closing situations! they tend to get me off kilter a bit. to whom do you address the hurdling of the objection... the customer or the second baseman!
Posted by:Jim Dobson (fi-Dobson2669@spatzer.com )
Organization:None
Date posted: Wed Sep 13 0:45:14 2006
Subject: Other
Message:
Your site is very useful.
Posted by: Alan Goshen
Date posted: Fri Jun 16 8:42:56 2006
Subject: Professional Negotiators
Message:
I am new in the business, about one month. I have made 3 sales all from ups, and just encountered a really weird situation. I had a couple walk onto the lot accompanied by "a professional negotiator." I did my meet and greet all very professionally, and the negotiator was professional in his greeting, but then his whole tone changed. "I've been a car salesman before, and I know your job is to build rapport and not discuss price on the lot." Then he tells me these words..."I am going to deal with only you so I will not allow you to "turn us" or divide and conquer us. Further more we are going to discuss price right here right now." I was visibly stunned. He must have sensed it because he then stated that he could tell I was new and that he wouldn't take advantage of me. He said he just wanted a "win - win situation." I asked him if he was going to let me try to do my job and he said yes of course, but he also said that he knew every move I would make and that he would foil every attempt at anything besides what he wanted. The couple seemed to enjoy watching me squirm. Another salesman came outside, took one look, and said something along the lines of "Oh crap" and beat a hasty retreat. Nobody was coming to my rescue. And then my "negotiator" smiled and told me to relax. To shorten the story, the couple had already had the financing done, with a blank approved check,so there would be no F&I. They had the vehicle picked out complete with a carfax report, they introduced their trade last, and I watched my commission go from gross to teenager weekly allowance figures quickly. They bought a used vehicle from me for not much more than what the dealership owned it for, and my manager was seriously upset.
Later I found that the "negotiator" had done this in our small area with several dealerships, and managers cringed when they saw him coming. The only bright spot came when he said "Son, we're buying from you today but only from you and at our terms." Any suggestions for handling these types? And does this happen often?
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| Michael Hargrove | Sat Jun 17 8:48:10 2006 | ||
| Alan Goshen | Sat Jun 17 14:21:32 2006 | ||
| Michael Hargrove | Sun Jun 18 8:30:21 2006 | ||
| Alan | Sun Jun 18 18:15:56 2006 |
Posted by: Randy Brooks
Organization:Toyota of Olympia
Date posted: Mon Jun 17 17:14:27 2002
Subject: 2nd Baseman
Message:
Use what you can from the 2nd baseman and smoothly adjust their thinking if it wanders out of line. Don't tell them, control with questions, sort of work harder on them until they step back saying, well, I'm really not the one you need to convince, they will then allow you to get to work. If they are way, way out of line you must flatter them to wherever you need them to be, almost to an unbelievable level. At the same time look through them to your customer without getting stuck in the middle. Don't turn your back on them to prevent them from exchanging exaggerated glances or comments that are destructive to your process. Never ever get adversarial. If necessary, split the deal with another salesman and use him to work the 2nd baseman away from you while you work the customer. Coordinate your approach better than they do and you'll win.
Posted by: Rick Fuller
Date posted: Thu Jun 6 12:09:46 2002
Subject: Dealing w/ 2nd basemen
Message:
First I establish who the buyer is and what role is the 2nd baseman playing. I ask, "Who is the new car is for?" and then I ask the 2nd baseman, "Are you here to help?" When they say yes, I ask, "Are you going to be helping with the down payment, the monthly payments, or are you just here to make sure they are treated fairly?" When the 2nd baseman says "fairly" (and they usually do) I say, "Good! Then if either one of you has a question or idea, or if either one of you are uneasy with anything at all, please don't hesitate to speak up. It's important to me that both of you are comfortable with doing business with us. Fair enough?"
This way, the 2nd baseman can start out on my side too instead of having to protect their friend from me.
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| Sean | Mon Nov 18 19:26:27 2002 | ||
| Chris Parra | Tue Nov 19 8:14:20 2002 | ||
| Chuck Lucas | Sat Jan 18 18:10:31 2003 | ||
| Chris Parra | Mon Jan 20 15:38:53 2003 | ||
| Joe Parker | Fri Mar 12 6:25:10 2004 | ||
| Ken Nix | Fri Mar 12 6:29:34 2004 |
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