Selling Cars Can be Thrilling!

Sometimes I hate my job. We all know the times--when it is slow and managers have nothing better to do than nit-pick, when it snows for all of you people in the snow belt (you know what I mean--brush the cars off, move them, plow and repeat the process the next day when it snows again) and when you are not selling any cars (in a rut.)

But there is a complete 180 when it comes to the times when you are a dead-on closing machine and people are buying left and right.

I had an experience today that absolutely thrilled me. I met a couple looking at the all new Chevy Traverse. I greeted them and saw that they guy was wearing a Michigan State sweatshirt--my sister went there and they are in the final-four and quite frankly I'm not a college basketball fan but it gave me something to talk about. We hit it off great and I did a quick demo and we drove the vehicle and I actually feel that I made some friends.

We came back to my desk and told them what their payment was at zero percent for 60 months and guess what--it was $120 higher than where they wanted to be!

A little back-story--they had gotten a hold of all of the low-ball ads in the paper (you must have a lease, join up and go to Iraq, be a member of a credit union in Zimbabwe and have been born in Rhode Island to qualify for all the rebates--I'm sure you know the type.) So, needless to say, they had a $350 payment in their head for a $30,000 vehicle.

Here is what I overcame to sell them a car.

• "I want to think about it."
• We are on a fixed income and can't afford over $350.
• We have to rent our house first because we have two house payments.
• Lets go home and study it.
• A Buick salesperson just called me and told me that they got a huge shipment of Enclaves in and said they can get us to our payment.
• We should buy from our hometown dealership (200 miles away) so we can service it there.
• We need to shop your competitor to make sure we are getting the best price.
• Let us have your card and we'll get back to you.
• "Don't you have the ability to drop the price?" (They got an employee discount so NOPE I don't")

I over came all of these objections and they left in a new Traverse. When they left, the wife came up to me and thanked me for coming outside to greet them (most people wait until they come in at our place) and told me that if I wouldn't have greeted them, they would not have bought because they were just looking.

What a thrill! I took a couple of was there to honestly look and just gather information and they left in a vehicle--I made a full commission and they were very happy to pay $120 more than their newspaper-ad-misguided goal because I actually made some friends and built value in the vehicle. I cannot wait until tomorrow to try to do it again!

Have any good success stories? Please respond and share with the readers of this blog!