Sales Power&Resistance

Two Kinds of Selling

1.       Where the salesperson is only trying to provide information and assistance to help you make a purchase. 

2.       When the salesperson is trying to pressure you into buying by finding, creating, and using your weak points against you.  That ‘salesperson’ can easily be your child, spouse, or any other person trying to get their way with you.  The techniques remain the same.

Selling

A good salesperson will try to make you believe that buying his or her new car will make you somebody special in the neighborhood.  Can’t you imagine what that new super SUV would look like setting in your driveway with your neighbors old clunker parked right next door?  Then when you ask the salesperson a question, your salesperson will ask you if he or she can answer your question with a yes, will you buy today.  Then it is up to you to answer that question, and the salesperson will wait for that answer.  At that point you can be very likely to buy.

Your salesperson will watch and see if you are trying to impress him or her, and whether you want to prove to your companion that you can and will buy the car that you want regardless of their objections.  Your salesperson will also listen for your interests so that he or she can get you talking about yourself.  You will feel like you are special to him or her.

Amateur sales people will let you leave easily or make a quick appraisal of you and go for a quick high-pressure kill.  These people offend more than they sell.

Sales Resistance

1.       Don’t worry about impressing the sales person.  They are there to get your money first and foremost.  You have nothing to prove with them unless you want them to laugh about your weakness later.

2.       When they try to sell the sizzle, be vague about why and if you really want the car.  Mention that it will probably all get down to what kind of deal that you can make there or at their competitors.

3.       When they answer your question with a question about you buying a car now, you can respond with: ‘I want all of my questions answered first, and then I will consider whether I want to buy or not.’

4.       When they try to align with your personal interests, you can say: ‘I appreciate your interest, but let’s resolve this car issue first.’

5.       When they try to get you to assert yourself over your spouse and buy now, respond with: ‘Oh, I would never buy a car until we were able to get away and talk it over first.’  This tactic can work even if you are single.  Just tell them that you have to go home and talk to the other half first.  When they suggest that you should be adult enough to go ahead and buy now, insist that you would never consider that option.  You now have the advantage because the salesperson feels that he or she spoke out of turn when they should have been listening.  When you defeat their tricks, their last resort is price.

6.       When an offer sounds too good to be true, have it written up in detail and signed by someone who can approve deals.  You can get good leverage by saying that you have to take the papers back to your bank to confirm financing—even if you intend to finance at the dealership.  Refuse to sign anything until you come back ready to buy.

7.       Don’t hesitate to walk off slowly to see what final offers that they might make.  Tomorrow’s offer might be better than today’s no matter what they say now.

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