How to Negotiate Car
Understanding how to negotiate the price of the car is what makes a car salesman successful. Controlling the customer, helping them find a specific car and allowing them to feel like they’ve gotten a good deal are important to success. If you’ve been in the car dealer business for any amount of time, you’ve probably heard sales managers harp about “controlling the customer.” However, while you can’t (legally) control people, as a professional car salesman, you do have the power to influence the process. There’s a process, and understanding these 7 features of the process can help you with selling cars.
Confidence
When a customer is walking into a dealership, they may be at one of many points in the buy a car process. Some may just be looking at or, or searching for a specific car while others feel it’s time to buy a car today. Being confident in your knowledge of the different vehicles and yourself is critical to selling to your customers. Make sure that you’re well-groomed and professionally attired, pressed clothing and workplace-appropriate dress.
Think about how you look, because that inspires confidence. No potential buyer wants to test drive or buy from someone who looks rumpled or who doesn’t know about the cars on the lot. You won’t be able to control the sales process if you have a bad first impression. Make sure that you approach the customer with confidence to earn their respect. A firm handshake, looking at the customers directly in the eye, and carrying yourself with good posture all will help you gain that all-important respect. Growing your confidence comes to form the inside, and the more faith you have in yourself, the more you’ll be able to control the process.
Listen To the Customer
You can’t sell a car to someone if you don’t know what their needs are. It’s important to develop active listening skills in order to fully understand how to match the right person with the right car. Here’s a couple of things that you should know about selling cars and listening. The first is “Your customer will tell you how to sell them a car if you listen” and the second is “You have two ears and one mouth and so you should listen twice as much as you talk.”
When you listen to your customers, make sure to build a rapport, asking open-ended questions and learning what they want and need. This can be anything from their concerns about auto loans to car insurance and the features that they want in their new vehicle. When you’ve made a connection with your customer, you start working for them, so listen closely and gather all the information you need to control your customer and sell them a car.
Get to 85%
This follows up your listening skills and your ability to gather information from your customers. You’ll never get every piece of information you need, but you can get about 85% of it, then it’s time to get to work. This can be anything from knowing whether they work from home or may use the car for their small business. Remember that you may have to complete this step more than once. First, selecting the car. Next will be the terms for the sale, including negotiating the price of the car. Finally, you’ll have to understand their needs for financing and the terms. Regardless, don’t wait until you have 100% of the information, or you may turn a sure sale into a be-back!
The Reason Behind the Reason
This is typically the “overcoming objections” phase of the sale. Often, a customer will have objections even if it’s time to buy, so you’ll have to find the real reason behind their objections. Maybe they’re worried about their credit scores. Usually, the most common objection is the sticker price. Whether or not you have the lowest price, you may still get objections. Make sure you understand the real reason that your customer is objecting so that you can sell the car.
Overcommunicate
You’ve listened to your customers and gotten the information that you need to help guide them to a specific car. This isn’t like buying stocks – cars can keep your customer and their family safe when traveling, so it’s important that you make sure they know what they are getting. They get the services of you, the salesperson, plus any upgrades and amenities that the car dealership offers. This can be free washes, loaner vehicles, or just abt anything. Create the Big Picture of buying the car, including service and the warranty coverage. Communicate the happy ending for the customer.
Be Creative
Many successful car salesmen are naturally creative. This can help you close the sale if it’s not going anywhere. It’s close to overcommunicating and painting the picture. You may consider switching cars, to a different color or trim, or maybe changing the payment structure from 60 or 72 payments to 66 months, for example. You can work out the down payment if that’s a problem for those with tough credit scores. Use the tools you have at your disposal to help work out the right terms of the sale.
Emotional Equity
This is where you develop the rapport with your customer, bonding over shared experiences or things you have in common – even laughing about both of you having bad driver license photos! If you’ve practiced active listening and have gotten to the 85%, then you may have all the information you need for a sale. This emotional equity can help you sell the car, as customers will buy from someone that they like and trust.
Takeaway
These tips, when used properly, can help you greatly when it comes to selling cars. Make sure to think about each tip thoughtfully, and consider how you can apply them to your professional life. Car sales mean that you, the salesman, are in charge of directing the process. Speak with confidence, and project yourself to create a great first impression, then follow It up with active listening to get you to the 85%. Once you’ve developed that trust, you’ll discover the reasons behind objections and be able to close the sale. Remember – don’t be afraid to get creative and use the emotional equity!
How’s it going? My name is Dan. They used to work at the biggest dealership in the country and now I teach. Fine folks like you how not to get f•••ed when buying a car. Now, in this video, I want to continue the previous video that I did, which was just a little clip from a movie, suckers. And the movie was just so God damn amazing that I actually am gonna use a little part of it to show you a huge just a really important point that you have to understand before you go to a dealership. Like, I don’t think this movie could’ve been made in 2018 with all the political correctness. So let’s dive in. I’m going to talk about it after with the clip bridges.
Right. We’re a bunch of f•••ing whores, a bunch of uneducated, arrogant, goddamn f•••ing whores.
How can you blame these poor bastards?
Every single person that walks into this place has been raped by car salesmen and they know beyond a shadow of a doubt it’s going to happen again.
You want to know why I’m here? I’m here because I tried to make something of my life and I failed. At least I gave it a shot. Oh, yeah.
You weren’t selling cause you to be Washington, who’s stealing them from me? You think you’re better than everybody else? Let me tell you something. Cause you’re selling are worth more than the hometown you grew up in.
She these people, they don’t earn their money by f•••ing other people out of.
And all they want to do is is put little food on the table for their children. Maybe send them to a decent school or something.
Then we come along and take them for everything we can. And you know what’s worse? We’re so good at it that when we’re done, most of them think we’re heroes, don’t want it.
If you’re going to steal from these people, at least shown just a little bit of respect, let’s not insult them any more than we have to.
I don’t think I’m going to have said it better myself. Literally. The problem with car salesmen is that what they’re doing is completely legal and lawful. It’s not illegal to be a piece of s•••. It’s not illegal to be a scumbag. It’s not illegal to be a sleaze f•••ing ball. It’s not illegal to be that. It’s not. It’s like a casino. You have idiots that are coming in. You take advantage of them. It’s not illegal to be an idiot. It’s not illegal to be taking advantage of stupid people. It’s just a really s•••ty thing to do is just a really f•••ed up place to be in. And that’s the problem I have with the salesman. No other job besides salesmen in casinos. Maybe something else that I can’t think of. But you don’t earn money by f•••ing other people out of it. It’s just simple as that. What do you do? Are you a construction worker? You file through, you file paperwork or something. Social media, marketing, make videos. What do you do? You probably don’t f••• other people out of it. You don’t have to f•••ing be a sleaze ball to make that money with salesmen, especially in car industry. You have to be a f•••ing sleaze ball to get the people into a dealership and get the money out of them. Listen to what this guy has to say. This is super, super important.
I think the creepy. Creepy.
Are we taking advantage of people? Let us take a look. Your job is to sell a car as much as you can. The customer’s job is to buy the car for as little as possible. Why should you feel guilty about being better at your job than somebody else’s things?
The problem with them being better at their job and you not being a good professional car buyer is you’re not a professional car buyer.
When you’re going to a dealership, you’re entering a ring with Floyd Mayweather. You’re entering an octagon with McGregor. That’s who you’re going up against. You are going up against the professional car salesman. You’re going up against a professional car manager. You’re going up against the GM. And you’re going up against years and years and years and years of training that they went through. You are one, you’re going against a whole f•••ing army, and that’s why you if you don’t know how to properly buy a car. If you are not educated, you will get f•••ed. When you think you’re getting a good deal, you’re getting f•••ed unless you’re properly educated, unless you’re getting the best possible deal in that country and you’re like ninety nine point nine nine percent sure that you’re getting the best deal in the country. You’re getting f•••ed. I don’t care how good your monthly payment is. I don’t care if you got zero down payment. I don’t care what the salesman told you. You’re getting f•••ed. Job of a salesman is to take control of you. Your time, your money, your decision making and how you’re going to feel about that purchase when you’re buying the car. The salesman’s job is to make you feel like you’re enjoying being f•••ed. Only months later, you will understand that you get f•••ed when you see better deals all around you.
Only months later. But it’s too late.
If I went with the customer to get a deal in the car and I told them we were going to f••• the salesman, he would love it.
If he makes the deal, he takes money out of your pocket. If you make a good deal, you take money out of his. What’s the difference?
You are not paying millions and millions and millions of dollars to state politicians to make it illegal for you to go and buy a car directly from a manufacturer. You don’t threaten car manufacturers, multi-billion dollar companies that if you don’t sell cars to dealerships, they’re going to get f•••ed. Do you do? Maybe you do that, maybe you’re f•••ing George Soros watching this s•••? No, you don’t do that. State politicians and state government and state whole as a big corporation. States are corporations get 20 percent of their revenue from car dealerships. How close do you think that relationship is? That’s closer than a f•••ing condom on the dick. It’s very close. Who do you think is priority for state politicians and state government? You or the dealerships that pay a millions and millions and millions and millions of dollars? The state politicians don’t have your priorities. I’m not trying to get into politics. I don’t give a s••• about politics. They can do whatever the f••• they want to do and they do whatever the f••• I want to do and they do whatever the f••• I can do to make sure that you as a customer is educated about this, literally. I wish if it was my will. I wish I can have this information, my cause that I teach in every single f•••ing household for free. Unfortunately, I have to pay bills. I have employee. I have to pay. I’ve got a family I got to take care of. This is not North Korea. I’m not going to stand in f•••ing bread line. Thank God. You have to be educated in the car purchase business. It’s a cut throat world. If you’re not the best, you’re getting f•••ed. That’s it.
Now, if somebody buys a car and he leaves thinking he got screwed, that he is an idiot, the buyer has all the control. He can get up and leave at any time. He does not own that car until he drives it all off the lot. Not when he signs the papers. He does not own that car until he takes delivery.
So there’s the control. I think he f•••ed himself. It’s that simple.
And that is the absolute truth. You as a customer have control over everything because you are the only one you can get up and walk out. They don’t have 50 other people lined up to buy that car. You have control over everything. And salesman’s job is to take control of you. Your time, your money and your decision making and how you feel about the purchase. It was my job when I was working at the dealership to get the customer into the dealership. It was my job as a salesman to get the customer to sit down, look over the paperwork. It was my job for me to agree with them on numbers. It was my job to take control over everything. What I did as a car salesman when I used to work at the car dealership that share was like CIA mind f•••ing that s••• should be illegal. I was literally controlling people with my mind how I would act and what I would say. This is how I would take a person from outside of the dealership. That does not want to look at the car, doesn’t want to talk to me, doesn’t want to go inside the dealership. I would come to them. We would start talking. They would be giving me a cold shoulder. Afterwards, I would do my spiel. I had a preset sentence that I would say a preset phrase. It’s about three or four phrases that I would say. And those phrases are structured are designed to make customer think what I want them to think. I would literally go f•••ing karate on their frickin brain and make them do exactly what I wanted them to do when I wanted them to come to a dealership. This is what I would do. I would tell them, hey, follow me. Let’s see what we can get you. Or look. Follow me. I’ll see. We’ll see if we can get them keys for the car or follow me if we’ll see this car has a better deal. I will just say follow me. Turn around and walk. I would not look back.
I would walk, walk, walk across the longa••f•••ing dealership parking lot with rows of cars surrounding me. I would walk without looking back.
Then I would stop at the door, open the door, and they would be right behind me.
If they were not right behind me, they were still back there.
I would stand at the door and wait for them to come in. That’s mine f•••ing.
That s••• should be f•••ing illegal, like literally. It’s it’s mental pressure, dealerships and salesmen and managers will mentally pressure you into doing what you don’t want to do. They will pressure you into doing things that you shouldn’t be doing. And that’s why I teach all my students don’t go to a dealership unless you’re picking up the car or doing a test drive in the car. And once you’re done doing a test drive on the car, do you know how to get out of test driving the car? It’s very simple, Mr. Salesman. Thank you for showing me the car. I’m leaving now.
That’s it. It’s that simple.
Bring some f•••ing balls with you. Bring that angry meana••f•••ing face, whichever sock drawer you keep your balls in. And your angry face in, take him out. Okay. You can take him out. Bring him with you to a dealership when you’re gonna be test driving a car.
Why are you as a customer going to a dealership if you have done zero research? Is your financing ready? Do you have a agreed price on the car? Do you know it’s the best possible price in that country? What the f••• are you going to a dealership for? Well, maybe if you have unlimited time and you have nothing else to do and you’re like 18 years old and don’t have a job. Sure. Go to a dealership, have some f•••ing fun. But to me, going to a dealership is not fun. I’m not. I don’t know anybody that has fun going to a dealership. Let me let me get kicked in the balls because I really f•••ing love that. Hey, if you enjoyed this video, give me a thumbs up below and like the subscribe button over my head or watch one of those two videos if you want to see more money saving tips about cars. This is Dan with 60 minute car. I’m signing out and I’ll see you on the Internet.
