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Stories from the Sales Frontlines
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That being said I would like to share the following.
Many years ago as a junior salesperson in a New Car Department of a Toyota Dealership in AL (Now a GSM at a Honda Dealership in TX)I was called to the used car department to assist a customer (All of the Used Car Salepersons were assisting other customers... NOPE) I was the victim of the "greenpea" variation. I was sent to assist a 16 year old client with no parental supervision and his 'lil learners permit. He told me his mother sent him to look at used cars to take to school and his girlfriend was along for the ride. It didn't bother me that he was young or that his girlfriend was with him. I said "Sure" and we began to walk the lot to see what he might be interested in. A fairly lengthy conversation ensued as I wasn't quite sure what he was looking for. Once I had the impression his mother wasn't planning on spending too much money we landed on an older Toyota Tercel. We had two on the lot, one of which I knew we owned for next to nothing but had engine issues which were not resolved as of yet. I consider I did the prudent thing by presenting the better of the two and we examined the vehicle for a little while. It needed a little seat repair (vinyl) and some cosmetic issues. (Paint fading) I told him he would need to discuss with his mother if they wanted to invest a little more to have the vehicle brought to standard and he seemed very interested in the car (upon looking back I would have to say he was a very practical son and I was proud of him for being frugal). I obtained copies of his learner's permit and insurance and we drove the car for a while. I had a set route for a "new car" presentation and saw no need to deviate. After we got back to the dealership I asked if there was a contact number for his mother or himself and if there were anymore questions he might have. He declined on both counts and we parted company.
I received an onslaught of verbal abuse from my salesmanager for not gaining any contact information and ridicule from my peers for wasting my time with a "kid"
Several days passed with no further contact until the owner of the dealership called me into his office. There was a stern looking woman seated in front of his desk and the owner seemed to stare through me. He asked me plainly "Did you let a 16 year old drive one of our cars?"
I actually felt my spine curl. "yes" I responded. "about a week ago"
"Did he even have a driver's license?" He asked curtly.
"he had a learner's permit... and I drove with him" I responded.
"Did you get his parent's permission?" He seemed to demand.
"No Sir" and I stopped.
"He did have proof of insurance" I stammered to defend myself. "And I did drive with him"
"Why were you even waiting on him?" The owner asked, "You are in New Car Sales."
"They asked me too. Sir" I replied, almost sheepishly.
What ensued I never expected. As a tenderfoot of maybe a month I was convinced I was about to lose my job.
"This is Brandon's mother" Mr. Limbaugh said "She wanted to thank you personally for assisting her son when no other dealer and no other salesperson would."
It's not always about the Price. It's not always about the "Deal". Sometimes I guess it's just about being a good person. And I don't ever think I have felt that tall, that proud, and yet that humble before.
Say what you want... It is about relationships.
The Anonymous Dealer
In your shoes, I probably would have dismissed the 16 year old in short order.
Great story. Any company worth their salt values their cuatomers and their relationships with them more than anything else.
My only question....did you sell the Tercel?
You can always e-mail a host about your concerns (<--that would be me and/or tidester).
MODERATOR /ADMINISTRATOR
Find me at kirstie_h@edmunds.com - or send a private message by clicking on my name.
2015 Kia Soul, 2021 Subaru Forester (kirstie_h), 2024 GMC Sierra 1500 (mr. kirstie_h)
Review your vehicle
The owner always came looking for me when one of his freinds wanted a new vehicle. Talk about paying dividends.
The Anonymous Dealer.
As you know, when all the money is on the table for a deal...nothing more on either side....in the end...it comes down to who established the trust and the relationship who gets the deal.
We had 2 choices because we wanted to go with a Japanese brand diesel 4cyl truck with a 14' Box. Go with another Isuzu or switch to Mitsubishi Fuso. In our eyes the Mitsubishi was the better choice.
Our store is in The Bronx and there is a huge Mitsubishi Fuso dealer who doesn't have such a wonderful reputation (I'd rather not mention the name) that we called up to get pricing & information. I also called another dealer in upstate Peekskill (Jim Reed's Truck Sales) for pricing and information. Jim Reed's was about an hour away.
When I called up the Huge dealer in the Bronx. I was actually put through to the owner of the dealership (which impressed me). He didn't know too much about the truck (unless it was in the brochure) and fed me every line in the book. He gave me a price. I actually felt like I needed to shower after I spoke to him on the phone.
The guy I spoke to at Jim Reed's was very accomodating. Knew things about the truck that I didn't even want to know. Asked me all sorts of questions about how I use the truck and the type of payload... Went through how they get the trucks from Mitsubishi and build a custom box using high quality wood. His price was $3000 higher than the dealer in the Bronx (he was also an hour away).
Guess where I bought the truck.
Jim Reed's truck sales! We're very happy with our purchase.
2001 Prelude Type SH, 2022 Highlander XLE AWD, 2025 Camry SE AWD
I think it is high time I spend a few hours and get a good base of knowledge to ease the shopping experience for our clients.
The Anonymous Dealer. :P
Would you like to hear about...
The guy who wouldn't buy a car unless I had a beer with him on the showroom?
The guy who would only buy a car in his backyard?
The customer who bought three cars and had to bring them to him because his minister committed suicide? (Please don't ask me about this one)
How about the customer who told me to make as much money off of him as legally permissible?
Or maybe the one my Sales Manager threatened to fire me over and bet me $100.00 I would never sell?
The time my customer cussed at me for 10 minutes straight about how I was a crook and bought the car 5 minutes later?
The customer who did me wrong? (Very interesting story)
How about the "Consultant" who called me a liar... then I offended him... then he bought.
How about my famous (and as all of my stories are... TRUE) Office selling extravaganza!
You pick and I will share... there are tons more but these hit the surface.
The Anonymous Dealer
From 1997 in Birmingham, AL.
Customer comes on the lot looking for a new Loaded Out Camry. I do the normal "back to the basics" and quickly discover this is not even the right car for her. I decide to show her a more basic 4Runner which will fit her needs and have a vehicle which is much more versatile for her husband as well (Who "may" be looking to rid himself of his silverado) We conclude the transaction the same day and I deliver the vehicle to the college where she works.
I do my normal follow-up and she is pleased with her new 4Runner. I also do what I have always done and continue to call her occasionally to make sure maintenance is up-to-date and everything is going smoothly. About the 3rd-4th call she tells me about her co-worker who has some credit issues and a desire to trade out of her older car.
I work with her co-worker and sell her a Rav4 and with the great assistance from the finance mgr we are able to arrange financing with Toyota (Back then we pulled our own credit files and it was a tough deal to get approved) I continue to do my follow-up with both and between to two of them I sold another 3 vehicles to friends and co-workers.
The first Client also brought her husband by to "see" the Tacoma and told me before they arrived "get him out of that big truck! He doesn't even use the bed" I explained the virtues of a smaller truck and had one brought in just for him (We dropped his payment by 185.00 a month)
The second client actually sent a letter (which was forwarded to the Owner of our dealership) to the VP of Toyota extolling the virtues of our dealership and myself.
I received an E-mail about 2 1/2 months ago from the second client. To paraphrase she stated that she was about ready to trade in the Rav4 she purchased from me and wanted me to assist her in her purchase (Which I am doing) Her mother has passed and she has come into a little bit of money (none of which I will see... I am helping her purchase from another dealer) The real kicker here is I sold her the Rav4 about 10 years ago. She said she has NEVER felt more comfortable with another salesperson in her life. When I left that dealership I sent out letter after letter telling my clients that I was moving to Texas and have reassigned all of them to the salespeople who I felt best matched their personalities. She took the time to Google me and find where I currently am to assist her in her next buying purchase.
I am fairly confident that I could have sold her a Honda but it seems to me that keeping her loyalty to a local dealer where she remained happy was the right thing to do.
The Anonymous Dealer
p.s. When I saw her E-mail my staff looked at me weird when I said "MRS. (Name Withheld)? NO WAY? I haven't talked to her in years!" Always remember your Clients!
The customer who did me wrong? (Very interesting story)
I spent 23 years in the Army and have hundreds of cherished "war" stories. Anyway, we can ALL learn how to deal with other people and possibly our self (selves) by reading true sales experience stories. A better understanding of how people think or what they expect can assist us in our daily lives (in or out of the showroom).
Thank you for sharing! More, please.
How about one every other day.........that should keep us going for a while.
Oh now I have to ask, do tell.
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
I'm with snake....the minister suicide story has my interest peaked.
I get a call from (somewhere in Alabama... city withheld) and a customer is calling around to get his best quotes. I was fortunate enough to answer the phone. I have always been extremely customer focused as I was trained to sell cars by NADA (Two week offsite course) and was able to convince him to drive 4 hours to buy a car. What I did not know is that he was actually buying 3. Wife, Himself, and Son (engaged) Our price was competitive and He stated that he liked me (Had a good impression of me by phone) They all come barreling in on a Saturday when we were extremely busy. Again, I only thought he was coming for one car. I turned my current customers over to another salesperson (I had let them know previously I had an appointment coming in from out of town so they were O.K. with it.) Then, of course, I find out they are seeking Three brand new cars! They want to do negotiation on the remaining two so I do the demo, the write-up, get everything ready... finalize negotiations on a brand new Camry, 4Runner, and T100 (that oughta give a 'lil time frame for ya) There are three files to get ready for the Business office so it takes a little while. In the meantime they get a phone call from their hometown that their Minister has committed suicide. They inform me that the "Deal is off" as they cannot think about purchasing any cars at this point. (The Minister was a family friend)
What could I say? "Gee sorry your minister died... you committed to buy a car?" I am not a heartless person and really didn't even think about persuing the deals. My Sales Manager was in agreement (That WAS a Shock!)
After an appropriate amount of time I took it upon myself to call the Father. (5 days... my luck it was the day of the funeral) I expressed my condolences once again and offered the following.
"Mr. Customer you have already completed everything except the paperwork and all cars are currently in stock. I apologize for the timing I just wanted to catch you before any of the cars were sold to someone else and if you are NOT wanting to do anything I completely respect that and I hope you don't think ill of me for proposing this. I am willing to caravan all of your vehicles directly to you and sign all paperwork in your home-town. Again I wanted to call and offer because you have already done all of the leg work for the purchase and I am pretty sure you don't want to drive this far again."
He asked for a little while to talk to his family and he would get back with me. 15 minutes later he called and expressed his gratitude for such a generous offer. "Bring 'em on down" He said.
myself, two good sales friends of mine and the Dealer Trade Manager all Drove out to them and we signed all of the paperwork in the Church the minister had presided over. This is where the customer requested we meet. He never said why.
After all of the paperwork was completed we went to Red Lobster (tm
Certainly one of the more interesting deliveries I have had.
The Anonymous Dealer
The time my customer cussed at me for 10 minutes straight about how I was a crook and bought the car 5 minutes later?
The time my customer cussed at me for 10 minutes straight about how I was a crook and bought the car 5 minutes later?
I thought EVERY car deal went this way.
'11 GMC Sierra 1500; '98 Alfa 156 2.0TS; '08 Maser QP; '67 Coronet R/T; '13 Fiat 500c; '20 S90 T6; '22 MB Sprinter 2500 4x4 diesel; '97 Suzuki R Wagon; '96 Opel Astra; '11 Mini Cooper S
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
His trick, tell the customer ANYTHING to get them back in the show room. They did the same thing with a co-worker, telling her they had the car with the exact set of options she was looking for. So she drives out and they had nothing close, said they could find it.
I've never been back.
-juice
-juice
Hey how come the cancel button at the bottom is different than the others? :confuse:
Well anyway they tried this old song and dance of how much better the lease is for me. How I was saving money with the lease and at the end I wouldn't have to trade it in and all that other crap. I told them that it would be better still if they honored the agreed on price and trade in but they down played that. It was then I called them crooks and left.
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
How it should have happened is this:
"Mr. Snakeweasel... We have a competitive rate that is not quite as low, the same, lower (whatever) and here is the difference in payments. Even if APR is slightly higher the payment variation is next to nothing and it is more convenient to do the paperwork in one location. We have also prepared a Lease to give you more options. Leasing is a personal choice and may not even be right for YOU! We want to make sure you know all your options before making a final decision. Leasing paperwork does not reflect all pricing the same as a purchase so we will explain how the selling price and trade value are the same as the purchase. Whatever you decide we are happy to have your business."
IMPORTANT: Lease contracts do NOT show trade value and payoff. They ONLY show the POSITIVE Equity! If your trade is worth 12000.00 and your payoff is 11800.00 the Lease contract will show your trade as 500.00 Also the Lease contract shows a Gross Cap cost which most of the time will include the sales tax, fees, addl. products purchased and is broken down in a disclosure box somewhere else on the contract. Also your net cap cost is shown after any Cap Cost reduction. So the main areas you go over will NOT show the actual selling price! Something they clearly should have shown you. If they couldn't... then they get to be "CROOKS"!
The Anonymous Dealer
p.s. If they were saying things like "no the sales figures are the same!" or "We haven't changed the trade value" then they were probably truthful about the Lease in-and-of itself
Not really since at the time I was putting on over 25K miles per year on my car.
and the trade probably WAS the same
Not according to the paperwork.
They ONLY show the POSITIVE Equity! If your trade is worth 12000.00 and your payoff is 11800.00 the Lease contract will show your trade as 500.00
I never knew that (mainly because I avoid leases like the plague). However since my car was paid off it doesn't explain why it went down (not like they were giving me a lot to begin with).
"Mr. Snakeweasel... We have a competitive rate that is not quite as low, .....
Great what type of lease can you offer me that allows me 28,000 miles a year and will keep my payments low?
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
This doesn't really work for normal cars though. It works great for just about all of the high dollar euro brands and [non-permissible content removed] brands though.
The Anonymous Dealer
Yes, these are the "buyer stories from the Sales Frontline". This is unfortunately, why most buyers would rather go have a tooth pulled than buy a car. We are not going to hear any of these stories from the sales frontline perspective!
I could hear it now...."I lied to this lady about an ad car being here, we sold it days ago!"....."It turns out I sold her a car at Full MSRP and a warranty at full boat! Nope, these stories we will not hear!
The weary customer arrives, knows he/she ahs been lied to but at that point they are weary from the hassle of trying to buy a car, and they cave in and buy.
They must not ALL walk out as we would and this is why these practices continue.
Too bad...
True. But, something as simple as," I sold a Honda Accord at $1,000 over invoice when the average is invoice or lower" would be a refreshing change. I have yet(in 2 years) to hear any sales stories on how Edmunds salespeople "work" a deal. Not high end sales like british and dibdubveegirl are in...but the low end/high volume sellers like Isell with Honda. I don't expect any of our regulars to say something like they lied to a customer, but something as simple and straighforward as," I sold a car at MSRP, here's my story and how I did it" would be nice.
There are no need to share those stories here because this is a forum to learn from and share positive experiences so those types of situations become less and less prevalent.
The stories YOU talk about are usually on Dateline, in the newspaper, pasted ALL OVER THE INTERNET making our job as honest and forthright dealers harder and harder.
I don't see on Dateline where a dealer went into holdback and behind Net cost to get someone out of a vehicle because they just took a 2000 per month paycut. Or when we repurchased a customers car above trade-in value because her husband just had a stroke. Or driving a customer back and forth to work for 2 weeks because they bought a brand new car with an engine problem and the new engines had not been released for Parts stock yet (That was me by the way. Neither the Dealer or the Manufacturer was willing to pay for a rental car.) You don't see it plastered all OVER THE INTERNET when a Dealer goes above and beyond for a customer. We get enough BASHING thank you... why would we let some fly-by-night sales "guru" post about how he "hosed" someone?
The thing I like and appreciate about these forums is that it does give a place for customers to say nice things about their dealer.
Take your negativity and find the Forum "Buyers who need teeth pulled"
The Anonymous Dealer
p.s. It says... "Stories from the SALES Frontline"
(For the Moderator... I'm not a bad guy. If I went too far just let me know and I will back off. I just won't stand by and let my profession be beaten down by generalization)
As far as tooth pulling, this is the way most people feel. When you walk in to a dealer you are at a disadvantage. That is not a generalization. The average person buys a new car every 7 to 10 years and does not negotiate every day like a sales person does. Thank goodness for the Internet, it levels the playing field somewhat. But then even if you use the Internet, you have to watch out for the Doc fees, $200.00 wax/polish protection package and the 300% warranty markup. I looked at a new Honda Accord LX today $129.00 for wheel locks, and another $129.00 for mud flaps... that's a great deal.... for the dealer!!
When I was in the service we one time did a rather spectacular rescue. About a week later a local newspaper came by to do a story on it and asked our Chief about who was going to get what medals for this action. Our Chief replied "We don't give out medals for doing your job."
Point is that doing what is right for the customer is your job, don't expect rants and raves for that.
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
In May of 04 I emailed a local Toyota dealership about their Sat. ad. We were looking for a Highlander and they had one advertised for a very low price. I was thinking the usual, a come on ad just to get me in the dealership. I get an email back saying the ad is legit but they only have one for that price. If you want it just be the first one here Sat. morning. I show up at 8:30, they open at 9:00, and the Highlander is sold. The RAV4, 4Runner, and Tundra are still there, he says if you want one of them, the price and all the details are in the paper.
But we have an almost identical Highlander with a few more options you can have for $500 more. I don't recall the option details but it was a similar deal as the paper. I bought it on the spot and he gave me KBB average trade in for my 01 Accord, like he said he would in his email without even looking at the car.
It was such an easy transaction, I bought a Tacoma from him for my son a month later.
I am stating that the negative is already out THERE... don't bring it IN HERE
The negative is out there and because of that it will come in here, deal with it. I have to deal with the negative in my profession and I am not whining about it.
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
Good bye
I know that may be hard for you to believe but not every deal has to be a nothing deal.
Hondas are a great value at MSRP!
Most of the veterans have left...too bad!
One of the reasons why more dealer folks DON"T post on Edmunds is that we have a few people who insist on making this a "tar and feather" forum for dealership sales people.
Personally - and I think that I speak for a good portion of others - the non-stop rants of certain posters get quite boring.
5 minutes later he came back with my credit report and stated I was approved even though we haven't discussed any numbers. I blew up and walked out. The president of dealership called my home and stated an error had been made. He did apologize.
My question is--what if anything should I do as far as this dealership is concerned. They called back and offered car at cost, however I bought another make. Did they break the law and is it worth pursuing
Forums that attract people who have jobs with negative conotations, lawyers and car salesman in particular, will also attract people that just want to beat up on those particular people.
I have stated this before but I will again. Trolls that want attention will go after posters that are either weak or associated with negative themes. We go back to that lawyer and car salesman thing. People are already conditioned to not like them so they are easy prey for the troll seeking attention.
On topic: I sold this beautiful 1999 Jaguar XK8 convertiable today. Less then 26,000 miles and truly stunning.
Oh no you don't.
No way are you going to post a bunch of teasers about good stories up your sleave and then up and leave because of some, uh, ... posts.
That's just not right.
The one with the beer, please.
And fwiw, i hate going to the dentist, but if feel utterly at home at car dealerships... different strokes i guess.
-Mathias
Isell, you have to believe it what your selling...that is a good thing!
I have to replace my company car (Ford Taurus) with a personal car. I just looked at an Accord LX. I am in Southern California and guarantee that a dealer will sell me one for less than MSRP!
OK OK OK
However... One statement about the Trolls (i.e. people who are haters and probably count the pennies in their sock drawer afraid the maid stole em) You won't get any responses from me. Ole Snake... I guess you think anything should be done for a customer hunh? I guess we should get you a loaner car when you smash a curb cause you don't know how to drive? Not doin it! Maybe we should get you a new engine cause we didn't send you a coupon to get your oil change so you didn't bother? Not gonna happen! You lose your job cause everyone realizes you are miserable and does you a favor? Maybe we need to employ you! NOT! wiping your rear is in your best interest too so you don't have to get your hand dirty but you won't find us doing that! Gee... I read though some of your posts... and you call me a whiner! LOL
Anyway... more stories to come. Not to worry. Just had to realize that haters are haters and they will always be.
5 minutes later he came back with my credit report and stated I was approved even though we haven't discussed any numbers. I blew up and walked out. The president of dealership called my home and stated an error had been made. He did apologize.
Short answer: The dealership violated federal law (the Fair Credit Reporting Act). The dealership could be fined as much as $2,500.
Go get 'em, with my compliments.
There is no problem if we all keep it civil, clean and reasonably close to on-topic!
Meanwhile, I'm waiting for more stories!
tidester, host
Going back several years to the guy who walks into the showroom still smoking his cigarette. His first comment... "If I can't smoke I ain't buyin"
As a smoker I immediately laughed and introduced myself. The sales manager looked up and encouraged me to keep assisting the customer. I walked him outside to look at vehicles all the while telling him the smoking is fine. (We had a strict policy against) As we meander through the cars he tells me he needs a small pickup and doesn't want any more american made trucks. So of course we pick one out that doesn't have too many features and will satisfy his needs. We go inside and he lights up another cigarette right as we enter the showroom.
I tell him that I need to get some information from the sales manager before we discuss vehicle price. I approach my manager about the smoking issue and discuss what we talked about outside. I was convinced the guy was a loon and not a buyer... but I do my job. The sales manager hands me a center cap off of some take off wheels so the guy can have an ashtray and I proceed to gather some information.
"You can have all of my personal stuff" he said "But you better be prepared for my negotiating technique!"
I was curious but continued on gathering my information. I went to the sales manager and told him what the customer said so he gave me the M.S.R.P. as a starting point including a drive-out figure. I went back to my desk and presented the numbers and the customer completely shut me down. His words... "I will not negotiate without a beer."
I explained to him that this was a place of business and we could not allow alcohol on the premeses (sp). Nevertheless he insisted upon a beer. The sales manager simply laughed. (he is one of my best friends in the world now... best man at my wedding. But I really didn't know him that well then and was always a little intimidated by him back then) he told me politely that we cannot sell cars or trucks to drunk men. Being very new I told him that I didn't think he was drunk (goin for the sale!) "No" was the answer.
I explained very politely that we could not accomodate his request but that I was eager to sell him a new truck. He explained very politely that he had no intention of leaving without his new truck and some beer. I returned to the sales tower.
"He ain't leavin'" I told my boss. "He wants a beer and he wants the truck!"
You should have seen the look my boss gave me. "Go get him some beer. Ask him how many."
I returned to my customer and asked how many beers he would like brought to the dealership and what kind. He replied "Bud" and bring enough for us BOTH! "whoah!" I said. "I can't be drinking on the job"
"If you want to sell me a car you will" he said forcefully with half a laugh.
Now I have to tell my boss THIS wonderful news. My customer wants me drunk!
It was close enough to closing time and to my absolute shock he said "go get the beer... this is getting interesting"
ok... I go get beer... I bring back beer. Now I am sitting with my customer who is seemingly unpleased that I brought only a six-pack. He immediately hands a co-worker 6 bucks and says to go get a repeat of this. (pointing at the beer)
He cracks open a beer and I crack open a beer (with my sales manager watching us the whole time) We talk a little bit and I can't get him to discuss price for anything. His Grandkids, his nephew, his wife who passed 4 years ago, the current affairs of B'ham. Anything but the car deal. he is most certainly interesting to talk to and encourages input from me. *crack *crack I am pacing him now. *crack *crack we are on our third before someone gets back with more beer. The sales manager is watching with increasing interest and has held the entire salesfore at the dealership. (the closing shift anyway) *crack *crack
Finally I have had enough of the drinking (without progression anyway... I was feeling it now) So I say... "Mr. Customer... We have accomodated your request and I have thoroughly enjoyed our discussion. However, the hour is starting to get late and, however selfish, I would like to sell you a truck."
"Ok Ok" he says "lets get down to it" (We are both smoking up the office at this point and my boss never says a WORD about it)
"is that your best offer?" he inquired.
"it is the M.S.R.P." I said, reaching for another beer. I handed one to him as well "We could make him an offer" I liked this guy at this point and wanted him to get a great deal.
"How much is the dealer making off of me?" he asked. I really didn't know the answer and told him same.
"C'mon... you can tell me!" he pressed.
"hang on a sec." I said and went straight to the sales manager in a slightly crooked straight line.
I asked the manager for the exact amount of profit we were making and asked what he would accept for the truck. He told me he would sell the vehicle for $500.00 over invoice and handed me the invoice. He was getting tired and I was getting drunk and we didn't even have the first offer!
*CRACK *CRACK
Lighting another cigarette I presented the invoice to the customer and explained the total profit margin. He examined the invoice carefully as we continued to drink and smoke. He offered more treasures of knowledge about B'ham that I didn't know while he held the invoice in his hand.
Then the kicker! "I'm gonna need a ride home! I can't drive." I immediately replied "well I can't drive you... you got me drunk!"
"So this is your best offer?" he said, "Sticker?"
"No sir," I replied "remember I said you could make an offer to him? I think he might consider $500 over the invoice amount"
he shrugged and looked at me like I had no clue as to what I was doing. "This ain't my first Rodeo, son"
"ok" was all I said.
"I can't buy a car tonight... I've had too much to drink"
I can still hear those words in my head.
So my boss gets ready to drive home the customer and one of my friends gets ready to drive me home as we are now on the last beers of the second six-pack. The customer is standing at my desk and tells me he will be back tomorrow to pick up his new truck. "WHAT?" (I would have been offended if I was in his shoes)
I swear this is the truth. "Son... I wrote out the check when you brought me the total. It's sittin' under the ashtray" (the center cap we were using)
And sure enough he had written out a check for the full amount of the truck. He came back the next day around noon, signed paperwork, and left in his brand new truck.
The Anonymous Dealer
so what was the negotiating technique? Beats me!