NetForum - Message Replies

Forum: Idea Exchange

Topic: How Do I Deal With A 2nd Baseman

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?

Subject: The Professinal Negotiator
Reply Posted by: Michael Hargrove (mhargrove@bluinc.com )
Organization: My Success Company
Date Posted: Sat Jun 17 8:48:10 2006
Message:
This is a first for me and the staff here, so I'm just sort of riffing now. We've heard of brokers before, of course, but we've never heard of any of them who would take an adversary stance. That serves no one. My first inclination, when this pro negotiator announces, "I used to sell cars, and I know what you're up to...", is to say, "So you couldn't make it in car sales, huh?" but I bet that wouldn't go over very well. ;-) Just remember, whenever anyone (customers, sales people, brokers, and even pro negotiators) focuses solely on price, mistakes are bound to be made.

Most of the suggestions already posted here would be good strategies. Also saying something like: "I try very hard to accomodate all of my customers buying styles, and you'll be no different. Now, since there's only so much anyone can learn from a Carfax report, let's first make sure we're not pointing your clients to the wrong car. Okay?" This should allow us to at least do a presentation and probably even a demo, both of which serves the buyer as well as us.

Another approach could be, "Well, since you've helped customers buy cars before, both as a salesrep and a consultant, you must know there are two main ways you can help your clients save time and money, right? One is to make sure it's the right car, so they don't pay for stuff they don't need or miss stuff they do want, right? The other, of course, is to work out the best price possible and I'm happy to help you accomplish both for your clients. Since we're outside, let's first make sure this is the right car. Then we'll go inside and work out the very best terms possible. Does that make sense?"

(Please note that I've referred to the buyers as "your clients" each time I've addressed the "pro negotiator".)

The good thing about this situation is at least you know you've got a qualified, motivated buyer in front of you. It may mean nothing more than mini deals, but creating an ally in this "pro negotiator" could result in extra sales for you that you wouldn't have normally even got a shot at.

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