MORE WAYS WE GET YOU ON THE LOT BY DECEPTION AND THE #2 CLOSING TOOL

OK lets back up here...... let me tell you another deceptive practice we are taught and told we must do when you call in or email us, DESIGNED TO GET YOU ON THE LOT, even when we don't have the car you are asking about!

You call in or inquire about a 2008 silver auto, with leather, moon roof, and give the stock number or Vin ( which I recommend you do ) and its not in stock but we say "yes we have it" or we say "we have several models like that"  and are told when you get on the lot to say "it just sold" or to quickly move you to another car,same model ,year, but maybe a different color, or cloth not leather...what then?

Folks I have seen customers drive two hours only to be told we did not have the exact vehicle they were seeking, but ! Well here we go, this is what we are trained to say:

1.If we gave you a better price could you live with "XYZ"color not silver?

2. Mr / Mrs customer how much time do you spend in your car? 10-20 % if that's true how much does color matter....how offensive, how dare we insult your intelligence!

3. No leather! no problem! we can add after market leather for about the same cost as the model you came for...that is not here! and on and on...move you to another unit!

Now back to the sales process and how we control it and close you !

Once we have you on a unit, you have driven it, we get out of the vehicle get you inside and try to get you to sign the 1st pencil (that's the begining of the negotiating the "full pop" the invoice price, the tax, tags, dealer fee, etc the "OTD" out the door price! You say....to each other "well it's up to you, what do you want to do, and there is some waffling about making the decision with the other party involved a spouse, signifigant other a parent to a child?

We say "Folks please allow me to offer a thought. I really don't think either of one of you should make this  decision!

You say "ok why"?

We say "well here's what I mean you are both emotionally involved. I don't think decisions like this should be made emotionally, they should be made logically.

Now here's what I mean. You both think the other should make the decision, so, six months later, it's the wrong decision...well why don't we let the decision make the decision? Well you know what I mean."

So why don't we look at it logically...well we just set you up for the next closing technigue the "WEIGHTED SCALE CLOSE".

TILL NEXT WEEK!