In used car sales, you can trust the one exceptional sales person who keeps the conversation focused on the car you want.
According to Aeryn MacNeil, a prosecutor who specializes in consumer fraud cases, "Parsing that sentence about trust, you will find it breaks down at least five different ways, and each separate phrase matters as much as the one before it and the one after it." Naturally, MacNeil advises used car shoppers to heed all five:
"One exceptional salesperson"
"You do not necessarily want the salesperson with the most plaques on his cubicle wall, nor do you want the guy who seems the nicest," Aeryn MacNeil cautions. "You want the one salesperson who speaks quietly and authoritatively about his cars' construction and features. You want a real 'car' guy." MacNeil suggests that you interview your used car sales representative, asking especially about his work history: "Have you worked with cars for your entire career?" Most used car sales people have sold all kinds of products before they landed on used car lots. "Find the one exceptional car guy, or just walk away," MacNeil insists.
"Conversation"
"It's a conversation before it's a negotiation," MacNeil reminds novice used car buyers. "If your used car sales associate does not listen as well as he or she speaks, or if the associate is not as fluent in your primary language as you are, you probably will not advance to an equitable negotiation." MacNeil repeats the painfully obvious fact that most sales people talk too much and remain focused on the cars they want to sell rather than the cars you might buy. MacNeil urges shoppers to read the 'tells' as the sales person speaks: Does he consistently remain calm and look you right in the eye? Does he respond directly to your questions? MacNeil reminds used car shoppers that they have every right to determine the sales person's trustworthiness at every stage of the conversation. "No trust, no deal," MacNeil insists.
"Conversation focused"
"You went into the dealership to buy a car, not recruit new friends," MacNeil smiles. She says it's fine to drink the guy's coffee and enjoy his doughnuts, but stay focused on the cars. Run-down the features on which you insist, testing your used car sales associate to see if he leads you to vehicles that satisfy your requirements. MacNeil suggests you have "touchstone" features in mind. "Insist on a four-door sedan with a five-speed transmission and a six-cylinder engine if that's what you want." If the sales person does not take you to cars that meet these "touchstone" requirements, you do not want to do business with him.
"Car"
Like most experts in used car sales, MacNeil emphasizes the importance of keeping the discussion focused on the car. She encourages consumers to do their homework, and she fervently encourages consumers to test sales representatives' product knowledge. "Ask him technical questions and wait for appropriately technical answers," MacNeil counsels. Why is a radial tire preferable on this car? What is a double-overhead cam, and why does it matter? Can you show me the results of side-impact testing? What kind of carbon footprint will this car leave? "You know you're doing well when you see the sales guy sweat," MacNeil assures.
"Car you want"
"Your relationship with your 'new' car ought to last longer than your relationship with your first serious boyfriend," MacNeil stresses she is speaking in terms of years. "Do not settle! Do not persuade yourself that it will be okay. Most importantly, do not let a low price seduce you. In fact, if the price on a used car seems out of line with Kelley Blue Book values, something is wrong." MacNeil stresses that, if a consumer settles for less than precisely the car she wants, she has no one but herself to blame for her ultimate dissatisfaction with the car and the deal.
Author Resource:-
Roger Thurston is an expert writer for the automobile industry. If you are looking for used car sales then find out more information at his preferred site Charles Hurst Car Sales .
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