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Stories from the Sales Frontlines
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2018 430i Gran Coupe
All car salespeople should know. The world's greatest salesman. Claims to have sold more than any other salesperson...6 Chevies a day a year.
Joe Girard wasn't always a success. He grew up in the ghettos of Detroit, never finished high school and lost his own contracting business and home before starting over as a salesman. During his 15 year career, he sold 13,001 cars---averaging six per day! And each sale was an individual retail sale, no fleets. He's been in the trenches and he knows what works.
On this recording, Joe shares his own story, and addresses such topics as:
How to dress for your customers
How to motivate yourself---an essential part of selling
How to communicate with customers---and avoid turning them off
How to find customers during slow times
How to avoid being dragged down by pessimists at the office
How to deal with unethical co-workers or supervisors
I worked for the publisher of his first book and he talked to us at a sales meeting. Shouts at you from 1 inch away and lies down on the floor and keeps talking. Says he doesn't do this when he is selling, just to keep your interest while talking.
He believes sales people should keep records of what their customer likes, fishing places, age of kids, special interests. Send a card on your customers birthday. Stay in touch with the customer. Make friends and give gifts to service personnel so they will do extra favors for you....maybe look at one of your clients cars first.
Our sales group didn't think we would buy a car from Joe, he's pretty abrasive. But, he is probably real nice on the sales floor. Oh yeh, he has 2 or 3 people working for him too.
What do you think, anyone aspiring to be a Joe Girard. I think it probably helped that he was uneducated and broke...when he found out he could sell cars he was (excuse the pun) driven
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
Glad to see the forum is back.
Me too
Glad to see the forum is back.
Me too
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
I think in a way the career minder salespeople will always aspire to like or close to Joe Girard, The tohers are ahppy where they are, and the samll minority don't really care as long as they can make a quick buck. Those are the ones that change dealerships more often than their monthly calendar pages.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
It's $$$, but it'll slap that Lexus silly on the track. The EVO MR is a SERIOUS competition car. It doesn't even WANT a Lexus buyer to sit in it. :P
I got offered a used and mildly tweaked EVO from a dealer friend for a very good price but I just could not get over that silly wing on the trunk, at the time, nor did I want to have to fill and paint the entire trunk after spending all that cash just to buy the thing.
Still I regret this decision. It was such a good price. I drove that car for an hour and I came back, stepped out and whispered to myself:
Fear No Man
Imho, two posters are carrying the brunt and you're one of them. Credit to isellhondas as well. When you assume.... good show. But mostly, ok, entirely me. First of all congratulations of your forth coming grandchild. Second, what a beautiful name, Isabella. Most Victor's I've known have been quite wise and your son is keeping the tradition going . Great insight into the Maxima . I wish you the best and good sales.
GP wrote:
" Looking through the window you can see the cavernous interior reminiscent of a BMW 750i. I saw a couple of loaded Max's that stickered just above 37k. Sport package, Technology package, mats, etc. This store had the markdown price on the windshield and they were knocking off $900.00 off the MSRP which seems to be about the norm right now based on everything I've seen and read . "
Sounds like "Team Jipster" material.
If some salesman laid down on the floor while trying to sell me a car, I would wonder about his sanity... doubtful if I would buy a car from him. He must have Jim Jones like charisma to be able to pull off a stunt like that. :shades:
Do you think he could sell Lexus at the same clip?
A few hours ago I get a call from a guy who exchanged emails with me back in April when we had 100+ Civic's on the lot that we we're selling at $300.00 under invoice. He tells me he is still interested in the Civic LX sedan (didn't say anything for price). I tell him to stop in because we have four 2008 Civic's left that we're willing to deal on.
Within a half hour the guy is here on the lot. We take a walk out to Civic sedan row which has been filling up with 2009's. At the front of the row are the remaining four LX's - two Borrego Beige, one Taffeta White and one Atomic Blue. Of course he wants either Nighthawk Black or Royal Blue. I told him that all was available was these four 2008's at a deeply discounted price (note, I still have yet to mention price). Finally, he decides on the blue because he doesn't like tan interior. We take it on a test-drive and he is driveng like an idiot, but in his defense he said that he has only been driving for a year since he arrived to the United States.
We get back to the lot and he likes the car, as well pull in we park next to a 2009 Civic LX in Urban Titanium. Right away he's all over this car! Cool by me as the 2009's are only discounted $300.00 from MSRP.
Once inside I tell him that the 2009 sells for $18525.00 after our discount. He's that is not the price we agreed to. I asked what he was talking about, we never once discussed 2009 until this very moment. He proceeds to pull out a price quote from April (on the 2008) and says he wants to pay even less then the $16884.00 quoted on the '08 :mad: He then proceeds to offer $15888.00 for the '09 based on the Boch Honda ad that has three '08 Civic LX sedan A/T advertised in their weekly ad.
So, I explained that that offer is only good a Boch Honda which in Boston, MA - not Inver Grove Heights, MN. And, that is for an '08! not an '09. I did offer the 2008 at the original price quote of $16884.00 and he wouldn't budge off the $15888.00 number. At this point I grab the GM because he says we shouldn't miss ANY deals over price. He takes a T/O on the guy and within a few moments they're shaking hands and parting ways. So I guess will miss a deal or two over price.
It's kinda like winning the battle yet losing the war. Someone, somewhere will sell this guy a car and it won't be me.
You're better off without this idiot but it would have been nice to have his money.
He is entertaining to watch if he isn't standin 1 inch away from you and shouting.
All you sales guys can by Joe Girard books and audios and videos at;
http://www.joegirard.com
When I saw him it was about 20 years ago and Joe was pretty old then. It would be interesting to see if he could sell Lexus's or Maximas at that clip of 6 a day. Not sure if those dealers let your family do the grunt work while old Joe just signs the forms and shakes your hand.
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
Sometimes it's really not worth the haslle or the flat.
I don't know why but it seems that every agressive and idiotic long test drive ends up with an unrealistic buyer and no deal.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
You got it Duke. Joe did become a friend to his customers and his customers loved him, even though he just signed the papers. He is also a dynamo.....sending birthday cards and calling customers to see how they are doing.
Everyone loves talking about the car they bought, so I am surprised more salespeople don't call and ask you if you like your car....maybe they are afraid of a negative response, maybe dealerships don't want to do this because of their own surveys.
I am not critisizing sales people because when I read these stories of the customers you have to put up with it could be depressing.
One thing Joe would do when things weren't busy is he would get out a phone book and phone people at random. Mrs. Smith, "Your brand new Impala is all ready for you to pick up and it is beautiful". "Oh, you didn't order a new car?" "Well, would you happen to be in the market for a new car, because ..............."
Takes a lot of ________!
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
Actually, those don't qualify for the same comparison because those are ALL FWD. In the case of Max vs G, they are different platforms completely. Only similarity is the powertrain.
'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
But, as a consumer, if I'm stuck on that $35K price point, I would certainly be going to the Infiniti store, in addition to the Nissan store. I was just trying to get a feel from the Nissan sales people if they find them cross-shopped.
I'm looking at it from a price point perspective, not just a platform or feature content perspective.
I believe I know which side of the fence you would come down on (I think) when comparing the two. I believe you'd fall on the Infiniti side of it, given the price point and the RWD/AWD capabilities of the G.
This is back when the G coupe first hit. But, I cross shopped it with the 350z. Didn't buy either. But it had nothing to do with the overall goodness of either one of them. At the time (5 years ago), I had 3 cars on my shopping list. They were in order....
1. G coupe
2. 350z
3 RX8
They all had relatively similar MSRPs (right around that $32K-$33K price range) and were equipped more or less about the same. All were hot first year models. First two were similar. As you know, I ended up with the RX8, but it was dead last in cars I was considering. That is, until I got to the respective Infiniti and Nissan stores. They were interested in selling their cars to me. But, when I mentioned that the Mazda dealer was willing to do "X-plan" pricing, they became rather cold with the prospect of doing a deal with me.
While the Mazda dealer had only one car to test drive, they showed me their "incoming list". Any color, any model, any option combination....any one I wanted at "X" plan.
That vaulted the RX8 right to the top of the list as that meant a big price delta between what Infiniti and Nissan wanted for their cars. About 3 weeks later, I had the exact car I wanted. You and I have debated the differences in those cars. When push came to shove, my brief relationship with the RX8 (due to some "faux pas" regarding the car I thought I was buying was different than what it actually ended up at).
All were good, fun cars. It was the buying experience I had at Mazda vs what I experienced at Nissan/Infiniti that swayed the deal.
I just meant, if I were working at the Nissan store and was asked the question, my answer would be FWD vs RWD, different platforms, etc. Of course, if selling the Max, I then play up the safety of FWD, the larger interior, better fuel mileage (i think). If at Infiniti, I'm playing up the performance. But either way, I'm definitely pointing out that they are on different platforms and not the same vehicle (something a Toyota/Lexus salesperson can't do
'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
Until I got into this business, I had no idea how downright cheap some people can be. Nothing wrong with wanting a good deal but some just step over the line.
I'm always amazed at how much pain people with put themselves through to save a lousy 100.00.
Seller asks $400K. Buyer offers $385K. Done. Or maybe it goes back for one more counter offer. I've never heard of anyone grinding it back and forth until you get down to $100 or even $500 for that matter.
But not necessarily cash. It may be a water heater, for instance, which is pretty much $500.
'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
When I sold my house, the original contract was asking for a whole bunch of $5-type items to be taken care of. Probably added up to all of $100 in total work, but would have been a PAIN to fix every one of them while trying to move, and really... they were insignificant.
I eventually just let the deadline expire on responding to his contingencies. A buyer like that was just gonna be a PITA through the whole process.
MODERATOR /ADMINISTRATOR
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2015 Kia Soul, 2021 Subaru Forester (kirstie_h), 2024 GMC Sierra 1500 (mr. kirstie_h)
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We got the same thing years ago when we sold one of our houses. They buyer wanted a bunch of petty things fixed. We passed on his offer and the house sold two days later to a less picky buyer.
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
Those I send to my "referral service", who are actually people who do what I do, but they are worse PITAs than the person on the phone.
Yes I am EVIL :mad:
2013 LX 570 2016 LS 460
Before the "Frontlines Embargo" I was saying a friend tested 24 different cars at 8 dealerships and he couldn't understand why they wouldn't let him test drive a Toyota or Honda. Someone pointed out that anyone testing that many cars isn't worth their time...chances of buying are not good. I didn't think of it but I think it is true now that it was pointed out. I can imagine him walking up with his notes in hand, and a seasoned sales person saying, "oh no, not one of these types, has to make notes on every model he tests".
I would think most buyers could narrow it down to 3 or 4 models that are what they are looking at. Does any body try about 10?
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
I know I'm in that category because I don't know what kind of car I want to buy. That was before I was in the biz, and even now.
Before I got my Patriot I had about 10 other cars I wanted.
BeofreI got into the biz when I was shopping for a car I had a list of 20 used cars. I neded up buying none of the ones from the list.
Plus whenver I am in the market, my short list of 10-20 cars does typically not include one kind of category as in mid size sedans, or SUVs, etc.. It includes pretty much every type, brand, and import and domestics. In other words I'm all over the map.
And I even told my sales Manager, I can't even close myself on a car because I want them all and I'm so indecisive sometimes.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
" Hi, I would like to drive an Accord, a V-6 Accord, a CRV and a Pilot"
This will KILL your day and people who do this rarely buy anything.
I'm the opposite. I have bought new cars in the past without even driving them.
I've never had a problem with this.
I've read about several people doing this, even had a friend who bought a Ford Ranger without test driving it. The odds are in your favor there will be nothing wrong, but really not a smart thing to do.
You're going to have that new vehicle for the next 3-10 years... take an extra 20 minutes and make sure everything is working as it should.
That seems a bit high, especially from my experience. I wonder if they're talking about the exact car they're buying or a model of the car they're buying ie: demo version of their car.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
RX350/Highlander
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You know, with some cars you really don't have to drive them---the experience is so uneventful it really doesn't matter.
2013 LX 570 2016 LS 460
I ordered a Toyota Sienna LE back in 2004 through the GM. I told him to call me when it came in, I would test drive it, and if it was okay I would buy at an agreed upon price. I told him I wasn't going to buy any $26k van without test driving it first (had test driven similar model). No problem he said.
Never happened as he sold it out from under me for more money... that's YOU Toyota of Louisville. No problem, bought a Mazda MPV which is a much better van for my family.
That would be something. Any sales people sell a car without a test drive?
I suppose if you buy the same car every 3 years or so you could just buy it and assume it will be as good as the last one.
I had to try 3 different cars a year ago, all similar but each had little differences, and I chose the one that suited me. The others were good too, but one just seemed right. So, I can't see how someone couldn't test drive, but then, some people just want to get from point A to point B and they don't care if it is a box with a steering wheel :sick:
2017 MB E400 , 2015 MB GLK350, 2014 MB C250
One of my easiest deals I ever had went like this:
2 young guy teachers (I think PE, and Home Economics) come into to my honda dealership. We hit it off right away, crack jokes take a Civic for a spin, work out payments and teacher #1 buys it. Took about 30 minutes.
A week later teacher #2 comes in, and says I want exactly what teacher #1 got last week, same terms, same car, no test drive. He just chose a color and deal was done in less than 5 minutes.
2016 Audi A7 3.0T S Line, 2021 Subaru WRX
I especially like the courier fee, Bob, walks down the hall to Joe. and the attorney fee, their attorneys who wrote the document examining it to make sure it is fair to themselves.
I think you’re wrong about those customers “knowing” anything. Otherwise they would recognize a good deal when they see it. You just described a customer who’s “fishing” for a low price without having done any research. They always think there is more to give.
I’d be willing to bet that the regular non biz posters here don’t fall into that category. When they get a good deal, they jump on it. I know I do and it doesn’t take long to do it.
jmonroe
'15 Genesis V8 with Ultimate Package and '18 Legacy Limited 6 cyl
I'll say this, I will do my research and will know a good price. If I get to one quickly we will have a sale. But thats not to say I won't test the waters with a little probing to see if it can drop a bit.
Thats not to say I will spend a lot of time at it, but asking doesn't hurt.
2011 Hyundai Sonata, 2014 BMW 428i convertible, 2015 Honda CTX700D
Yes, this is taking things to an extreme of analysis, but I'm curious what others here might think--do you convert costs of things into work hours required? Also, I realize how small a fraction of the total price of the vehicle it represents, but look at the cost of your time it also represents.
Realizing this would you drive 3 hours to save a $100? I think that is what Isell was referring to when he said the pain some will go thru to save a lousy $100.
Good point--if that's what he meant, then I apologize for misinterpreting his comments. Still, I've seen this before when people talk about just negotiating in the same store, so let me clarify--I wouldn't drive 3 hours (or even across town) to save $100, but I'd certainly be willing to push the dealer some more if that was the price I wanted.
Thanks, ob.
But it's still negligible compared with the 3,000-4,000+ hours you'll have to work to pay for the vehicle and financing interest.
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