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

What Car Dealers Won't Tell You

You expect any less of a good salesperson? They know that they will make more money in the long run if they develop a list of very satisfied customers. These "professional salespeople" realize that every sales transaction must be a win/win. They know that their customers must leave feeling that they have received, and will continue to receive, good value for their money.

At the same time, professional salespeople conclude the sales transaction knowing that they have made a fair profit for the dealership, that they've earned a good commission for themselves, and that, most important, they have laid the groundwork for developing the kind of ongoing relationship with their customers that will generate new customer referrals and repeat sales.

If you're fortunate enough to deal with one of these "professionals," here is what is likely to happen:

The Greeting
You walk into the dealership and within moments a professionally dressed salesperson-meaning that both the men and the women look as if they work for IBM or Xerox-greets you with a smile and an extended hand:

"Welcome to Good Motors. My name is"
As you answer they might present you with their business card. From this point they will probably adjust their personalities and demeanor to match your personality. If you're a no-nonsense, let's get down to business type, they will be all business. If you're what car people classify, as a "pipe smoker," i.e., someone who says little but wants to know all of the-facts and generally gives the impression of a college professor-they will become your information resource. If you're outgoing, gregarious, and open and regard car shopping /buying as fun, they will be your alter ego.