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?

Michael Hargrove Subject: Pro Negotiator
Reply Posted by: (mhargrove@bluinc.com )
Organization: My Success Company
Date Posted: Sun Jun 18 8:30:21 2006
Message:
I assumed he scouts out the car beforehand as you mentioned he provides a Carfax for the buyer which is a good idea for everyone to do on a preowned car.

And he is only half correct that cars are just hunks of metal with wheels. Cars are just hunks of metal with wheels that have distinct personalities and potentialities based on how they've been treated. By not "allowing" the buyer to drive it, this pro negotiator denies them the chance of finding out if this particular car needs any tweeks and including any adjustments it may need in the negotiations. Although price is an important consideration, it is only one component to a smart car buying decision and you may want to mention that to him and the buyer. By focusing solely on price, he's potentially doing his clients a disservice and his services are actually adding another layer of cost between the buyer and the dealer. (Don't bring this up, however.)

Remember one more thing, Alan, this pro negotiator is just like you and me. He's just some guy trying to feed his family by providing a service for his customers. You and he need not be adversaries. Please don't spend too much time focusing on this one infrequently occurring circumstance. I'm not suggesting that you don't prepare for it, but don't obsess about it. Chances are very good that if this pro negotiator continues to focus on price alone and continues to alienate dealers and their employees, he'll be forced to find another way to provide for his family.

By the way, Alan, how long have you been doing this?

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