How to Sell a Car

Right now, we have 0% for 72 months on pretty much everything and we are a freaking madhouse! People are scrambling for what's left and it is dog eat dog out there!

It's been a very busy few days and today a guy came in and said, "I want a price on a truck." So, I sat him at my desk and was about to give him a price--I was about to go from step one in the sale process to step 10! You know what? I caught myself by looking at his shirt--he had a Myrtle Beach shirt on and my wife and I have been talking about taking the kids there. More on that later.

I started asking questions about his wants and needs (step 3) and he told me a couple of things...

1) He told me he was going to get a price and then shop at the Saturn dealership because he had heard about the Vue
2) He told me that he had a friend at another Chevy dealership who had sold him his last three vehicles
3) He told me that he wasn't going to buy today because he was going to wait a couple of months and because his wife wasn't with him.

In other words, he gave me three good reasons for me to believe that he wasn't going to buy today. I almost gave him a price then when I silently reminded myself that this guy was here for a truck and we make, in my opinion, the best truck in the world.

I then said, "I can give you a price right now but the price won't mean anything unless you see how nice of a truck you are looking at. Let me go get it."

We went on a test drive and remember his Myrtle Beach shirt? "Hey--you've ever been to Myrtle Beach? We're thinking about going there." This question began a ten minute conversation between this gentleman and myself about Myrtle Beach. We talked about fishing, how the sand looks, how warm the water is, what stuff kids can do there, his time-share, his other place up north, etc. and I was totally interested in what he had to say and I think it helped me make a friend with the guy--I genuinely liked talking to him and I think the same for him.

You know what happened next? He trial closed himself for me and overcame all of his own objections without me saying a word about the truck. "Man--I really like this truck! My wife is gonna bitch at me but you know what--I do this every time--I buy a vehicle and bring it home to her." Oh wow--how often does someone come right out and tell you they are going to buy a truck--before even getting a price no less!

Needless to say, I sold the guy the truck--one of three that I sold today. I almost set up the next guy to sell him--if I would have done what this guy had wanted and if I would have been lazy like I almost was, I would never have sold this guy. The next dealership would have beaten my price and I would have probably convinced myself that "that guy was just shopping, he already was friends with someone at another dealership, he was still two months away from being ready to buy and his wife was never going to let him buy a truck." Instead, I got this guy the truck of his dreams and got compensated for it.