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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!
Original Message:
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?
Previous reply
Reply:
Subject: Pro Negotiators
Reply Posted by: Alan Goshen
Date Posted: Sat Jun 17 14:21:32 2006
Message:
Those are good ideas, and I've learned a little more since I posted last. What he does is scout dealerships looking for new faces. He has already picked out the car his clients need or want so he rules out a demo drive by telling them that cars are hunks of metal with wheels.
Then he hijacks the new salesman basically and won't let his clients go inside until sales comes outside with a stripped dowwn price.
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