There are many reasons for walking out of a salesman’s office, or out of a manager’s office. Maybe you’ll even start to walk off the lot. But one thing must be embedded deep inside your head to save you from “being put together.” Once you walk out, keep walking no matter how hard we try to entice you to turn back! We’ll call out “Wait! I’ve got an idea!” or something similar to that. We’ll watch you to walk and wait for the right moment to get you to turn around. It’s all part of the master plan.
Salesmen and sales managers expect some customers to walk. So we have a game plan for this. We know we push you too hard at times and you’ll get up and leave. And we know you’re just waiting to hear us call you back and then Bingo!, you’ll get the figures you want. So we do holler out to you. You turn around and listen to the offer. Ahhh yeah, now you’re in control of the negotiations.
But I have a news flash … all this drama is a calculated move on our part. We know that once you turn around, we have you back in our clutches. And we’ll make you believe you’re getting the best of us. But all the while, we’re sticking it to you and you won’t even know it’s happening. You see, you show your vulnerability when you turn back. At that point we know for sure you don’t want to leave without your new car. And we’ll be counting on our huge commission check at the end of the month!
So PLEASE keep this in mind, once you walk off … DO NOT turn around for any reason! Keep walking to your car and drive off! There are so many other ways to get to you besides the monthly payments, your trade-in value, or whatever the stumbling block was. What are they? I’ll explain in the upcoming weeks.