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

4. "Their "Selling Strategies How the Salesperson Works

The Steps of the Sale, and Controlling the, Customer Earlier, we took you through the steps of the sale and showed you what it would be like to deal with a truly professional salesperson. One who, while trying to make a profit, is also intent on making you a truly satisfied customer. We're going to go through the steps of the sale again, but this time we're going to help you understand some of the strategies, tactics, and ploys that salespeople use to control you and the selling process. The intent is to show you what's going on behind that smiling face. As we explained earlier, there are eight basic steps to the sale.]

1. Meet and greet the prospect and establish rapport
2. Qualify the prospect. Find out what they're looking for determine what they can pay and how they intend to pay

3. Present the car
4. Take the prospect on a demo drive
5. Answer and overcome any objections 6. Close the sale
7. Deliver the car
8. Follow up and ask for referrals

1. Meet and Greet
Any salesperson worth his or her commission will want to make a good first impression and establish some degree of rapport. In the best of circumstances, they want you to think of them as someone you can trust and someone who has just become your new best friend.

As the old saying goes, "You don't get a second chance to make a first impression." With that as a given fact of life, you have to wonder why so many salespeople act as if you're imposing on their time, as if they would really rather be reading the newspaper than selling you a car.