Good afternoon, if you are reading this post today, sales is obviously in your blood! (lol)  I am interested in your input on the "top 5 mistakes customers make when shopping for a vehicle."  We are all too familiar on the smear campaigns run against salespeople and I am shocked about the advice ex car guys (icouldntmakeit.com) give- smearing the profession they didnt devote the time and education to excel at.  Instead of the "dont act interested in the vehicle" advice wrongly given,which I think affects the salesperson's approach to a presentation. 

 

 What are some of the things customers do that they shouldn't when shopping/negotiating for a vehicle.  What do the customers do that affect the sales process.

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Mistake number one - they educate themselves wrongly and then call the sales person they are dealing with a liar or question their integrity. This puts the salesman on the defensive and instead of wanting to help the potential client, they want to pound them!

Mistake number two - they do their shopping online, get their price from the internet department and then come into the same dealership and work the floor guys using the internet guys information trying to get a better deal. The customer doesn't realize it, but it can cause tension in the dealership.

Mistake number three - they follow the advice of a third party that is with them, someone who claims that they know what they are talking about. Ex-car guys are the worst! Especially the ones that say, "when I used to sell cars..." UGH!

Mistake number four - they don't use really strong reputable sites to do their research ahead of time. I know this sounds like i am contradicting myself, but I'm not. There are some great sites like Edmunds and KBB that give some very useful information and CORRECT info.

Mistake number five - ridiculous offers! I am asking $28,991 + fees for a vehicle that has a KBB Retail of $32,570.00 + fees and they offer $20k out the door. Then they get upset and leave when we come back at $28,991.00 + fees.

Maybe these aren't mistakes as they are more pet peeves. I'll get over it. Hope this helps.

Dan The Car Man
Thanks, Dan great info! I love number 3, the guy who says "I used to sell cars" is all but telling me "I wasn't mentally strong enough to handle the ups and the downs and bailed out." That is not a badge of honor, that is a badge of cowardness.

Dan The Car Man said:
Mistake number one - they educate themselves wrongly and then call the sales person they are dealing with a liar or question their integrity. This puts the salesman on the defensive and instead of wanting to help the potential client, they want to pound them!

Mistake number two - they do their shopping online, get their price from the internet department and then come into the same dealership and work the floor guys using the internet guys information trying to get a better deal. The customer doesn't realize it, but it can cause tension in the dealership.

Mistake number three - they follow the advice of a third party that is with them, someone who claims that they know what they are talking about. Ex-car guys are the worst! Especially the ones that say, "when I used to sell cars..." UGH!

Mistake number four - they don't use really strong reputable sites to do their research ahead of time. I know this sounds like i am contradicting myself, but I'm not. There are some great sites like Edmunds and KBB that give some very useful information and CORRECT info.

Mistake number five - ridiculous offers! I am asking $28,991 + fees for a vehicle that has a KBB Retail of $32,570.00 + fees and they offer $20k out the door. Then they get upset and leave when we come back at $28,991.00 + fees.

Maybe these aren't mistakes as they are more pet peeves. I'll get over it. Hope this helps.

Dan The Car Man
Tell me about it. I lost a sale because some guy came in with his son that was a used car director 20 years ago. He told me it's not his fault or his son's fault that we were in the vehicle at book and would never pay that. We sold the car he was interested in. About three days later the dad calls me back and asks me if the car is still available because ours was the best price available. Things change, the car business especially. This is a tough, tough business and I find that I am my own worst enemy! My heads spins and spins and sometimes it hard to shut up that "shitty" committee in my head, but I absolutely love selling cars and I love connecting with people. I would not have it any other way!

Dan The Car Man

marsh buice said:
Thanks, Dan great info! I love number 3, the guy who says "I used to sell cars" is all but telling me "I wasn't mentally strong enough to handle the ups and the downs and bailed out." That is not a badge of honor, that is a badge of cowardness.

Dan The Car Man said:
Mistake number one - they educate themselves wrongly and then call the sales person they are dealing with a liar or question their integrity. This puts the salesman on the defensive and instead of wanting to help the potential client, they want to pound them!

Mistake number two - they do their shopping online, get their price from the internet department and then come into the same dealership and work the floor guys using the internet guys information trying to get a better deal. The customer doesn't realize it, but it can cause tension in the dealership.

Mistake number three - they follow the advice of a third party that is with them, someone who claims that they know what they are talking about. Ex-car guys are the worst! Especially the ones that say, "when I used to sell cars..." UGH!

Mistake number four - they don't use really strong reputable sites to do their research ahead of time. I know this sounds like i am contradicting myself, but I'm not. There are some great sites like Edmunds and KBB that give some very useful information and CORRECT info.

Mistake number five - ridiculous offers! I am asking $28,991 + fees for a vehicle that has a KBB Retail of $32,570.00 + fees and they offer $20k out the door. Then they get upset and leave when we come back at $28,991.00 + fees.

Maybe these aren't mistakes as they are more pet peeves. I'll get over it. Hope this helps.

Dan The Car Man
Here is a great article that every dealership should post on their website. http://dubisgroup.com/blog/?p=1 It dispels many of the myths that are told to consumers.

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