If You Know Their Rules ...
You Can Play Their Games

2. Profile: The Ideal Salesperson

"Yes, Virgina, There Are Good Car Salespeople. "

There may be an inclination-a strong one, in fact-to assume after reading this book that all car, van, and pickup truck dealers are something less than ethical and that salespeople are simply not to be trusted. Unfortunately, in more than a few cases that may well be true. However, we want to make it clear that there are very good, very ethical dealerships that work very hard to deliver good value, stand behind their products, and will do whatever is necessary to assure that their customers remain satisfied throughout the ownership experience. Their rewards, not so incidentally, are the benefits that come with running a very successful business.

There are also a good number of salespeople who proudly regard themselves as "professionals." They work very hard to develop and hold their customers. They go out of their way to make themselves "valuable" to their customers long after the sale has been completed. These are the people who send thank-you notes for your business. These are the people who make it a point to be on hand when you bring your car in for its first service. These are the people who will always be your voice in the dealership should you have problems or special needs.

And They Want to Make a Living
Make no mistake, these salespeople are in business to earn good commissions. They are not going to "give the store away." But then, would