Saturday, January 30, 2010

Car Buying Tips To Save You Money

Car Buying Tips To Save You Money

Top 10 Customer Excuses Not To Buy Car; Crazy Salesman Responses

Posted: 29 Jan 2010 06:07 PM PST

Im Just Looking:
This one has been used by Car Buyers for ages. Everyone is just looking when they come to a Car Lot. If you are new to Selling Cars remember, ALL customers are just looking. Your job is to assist them in the process of looking without being smart about it. Crazy Salesmen Response: "Im just looking too." or "Looking is Free Today." Dont be smart about it, just realize everyone is just looking when they first arrive. I have even heard salesman ask in the greeting, "are you here to buy a car today."

Check with Spouse:
Check with Spouse is one of those excuses that is hard to overcome because if I were making a major purchase, i would have to check with my spouse too. Just give the customer all the information they need so the spouse will have all the answers to their questions. Crazy salesmen response, "I have to check with my spouse to sell it to ya." I have actually heard that one! And, dont assume that a female shopper has to have a spouse to buy a vehicle. Women buy the cars in the household or have the influence of what is bought! Remember this, Women may not like to negotiate, but they decide what is purchased!

Have Doctors Appointment:
I have never seen so many customers that have Doctors Appointments. This is a good excuse because it is hard to overcome or question. I dont know which customer started this one, but its a good one. Crazy salesmen response: "Can you get me some good meds too."

Go To Work:
This one does not work too well because how many people actually leave early enough to look at a car before going to work. The only time this might come into play is when a customer may be on a lunch break. Crazy Salesmen Response: "Are they hiring."

Have 5 Minutes:
All customers only have 5 minutes. This is because they do not like you in the first 30 seconds. They will give you 5 minutes before they go to another dealer. Crazy Salesmen Response: "Thats not enough time, come see me later when you have more time."

Not Ready:
A customer is telling you they do not have enough information to make an informed decision. Do not take this as a customer wasteing your time, give them more information. Crazy Salesmen Response: "Come see me when your ready." That is too funny, call the customer tomorrow and see what kind of vehicle they purchased!

Do You Have Other Color:
Have you ever seen a customer look around to see what you have to ask you for a color that you do not have? This is sometimes a defense mechanism to get away from you. You now say you can locate one, but they say they would have to look at it first. The customer is usually one step ahead of you. If you are new to car sales, realize the same excuses come up every time and have a response ready. Crazy Salesman Response: "You want a white one, that is the most popular color. Why would you want what everyone else has?"

Price Too High:
This is another excuse for not enough information. You may have to go over features of the vehicle again and make sure customer test drives the vehicle! Customers already know what you can sell a vehicle for because they have invoices just like you. They know you cannot take 5k off the price, believe me! Crazy Salesman Response: "I am trying to feed my kids."

Not Enough For Trade:
Its never enough for trade, but explain where this number comes from. Just like the price of the car, they know what the car is worth. Crazy Salesman Response: "You want more, its a Piece of sh%#!!!"

Have To Look At Other Make:
Customers always want to compare your vehicle to other vehicles. Just remember this, call them the next day to see they purchased the same vehicle from your competitor. Once this happens a few times, you will quit listening to this. Crazy Salesman Response: "You want to look at that. Why? They are ugly!!!"

I have been in the car business for over 10 years so I have heard and seen it all. Customers have excuses for every situation, but i have found out why they come up with these excuses. They either do not feel comfortable with the salesman or in the situation they were put in. You have to give a customer all the information they ask for and let them make an informed decision. You dont have to be pushy, just informative.

Nervous Car Show Model

Posted: 29 Jan 2010 04:57 PM PST


Fiat Girl
Originally uploaded by Ly Ning

I can see why this Car Show Model is a little nervous. Look at how this guy is looking at her! He is not even looking at the vehicle. This looks like one of those awkward moments for a Car Show Model.

Dealer Car Financing Falls Through? Scam? What Now?

Posted: 29 Jan 2010 03:43 PM PST

When you go to a dealership to buy a car, sign all the paperwork in the finance office, drive off, end of story right? Most of the time yes, but what happens if a dealer calls you back and tells you they could not obtain financing for you? This is called "Spot Delivery" as far as car dealer lingo goes or "Spotting the Deal."

It seems when you sign all the paperwork at a dealership that everything should be final, but this is usually not the case. Here is how dealerships operate when financing a car for customers. They have trained Finance personel to look at your credit and determine what rate they believe they can get for you based on the Finance company's standards. The standards set up by the lenders will depend in part on your credit score, type of vehicle you are buying, miles on vehicle, how long you are financing, how much money down, are you trading a car, do you have negative equity? These are just a few factors so you can see how complex these issues can be. Now, most of the time when you sign the paperwork at a dealership, the lender has not given the dealership the final approval or the final interest rate. Many times it may be the next business day before the dealer will know how much the interest will be or if the deal will even be approved.

Many larger dealers will look at your deal and make an educated guess (most of the time very accurately) at your rates. Now realize this as well. When you finance anything, the rate you are given is usually not the best rate possible because interest rates will be marked up just like vehicles. Your buy rate may be 5% and the dealer charges you 7%. The extra money made from the interest goes to the dealer. For anyone in Car Sales, you always get the question on the lot, how much will my Interest Rate Be? Never tell a customer you will get the best rate possible! This will set the dealer up for a lawsuit because a customer usually never gets the best rate possible. Tell the customer: Every customer and every vehicle qualify for different rates and you will be more than happy to figure an interest rate once the application process has been completed.

But, what happens when a dealer calls you and tells you they could not get your vehicle financed? Here is what happens on the dealers side. They believe they can get your deal worked out when you drive off with the car, but lenders are funny sometimes. They may decline a deal that you were sure you could get worked out. The dealer will call the lender back the next day and give them a reason to buy your deal. They may have the General Manager or Owner of the dealership call to try getting your deal worked out. Believe me, they will try every possible option to keep from calling a customer and telling them to bring the car back. This is what they refer to as "Rehashing a deal" and there are some finance managers that are better than others when it comes to "rehashing". This may even be turned over to a Finance Director is some larger dealerships. They will try to find some way to go with your deal. They may even call the customer back and tell them that another $1000 down is needed to secure the deal or the customer may have to resign paperwork if another lender is chosen. It is always a last resort to call a customer and have them bring the car back.

If a dealer cannot get financing worked out for you, take matters into your own hands. Get your own financing. Bad Credit? No Credit? Auto Loans...Contact Us!
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