It may have been a long time since you had the pleasure (or displeasure) in dealing with your old friend the Used Car Salesman. He??™s still there, however, pushing his jalopies and lemons like no one else??™s business.
You have to respect his old school philosophy since it may have worked for a time. Now of course, you avoid his tactics like the plague in operating your own business. Nevertheless, remembering some of his tactics may help you to improve negotiations with others, including any customers that are understandably suspicious of your pitch.
1.The car dealer tailors the deal to the customer.
The car dealer is attempting to draw out the customer in order to learn information, after which, he will adjust the deal accordingly. Car buyers are advised not to share too much information. Be mindful that some customers will keep information to themselves, and the more you insist on it, the less they will trust you.
This dynamic is all about bargaining power. Work at the pace of the customer.
2.The car dealer like single buyers.
Single buyers are more likely to make impulsive decisions, whereas pairs are usually inclined to think it over. When two or more people show up, that means an evaluation is taking place and one of the two potential buyers is playing the part of skeptic. If you are selling to a tough crowd, remember that in pairs usually one partner holds the bargaining power so focus your efforts carefully, allowing both figures their dignity.
3.Beware of showing too much enthusiasm.
In the world of car sales, enthusiasm is a sign of weakness, either from the car buyer or from the car salesperson. Car salesmen are looking for people who are enthusiastic since this usually means the dealership has more bargaining power. Smarter buyers play it cool and a game of psychological poker takes place.
As a professional in sales, it??™s best to mirror the attitude of your buyer and adapt your performance according to their ???lead.???
4.Beware of speaking too soon.
Another poker-like game, this time involving long silences and sudden expressions of compromise. In negotiations, it is commonly said that whoever ???speaks next??? loses the most. The dealer tests customers by pausing, feeling out how long the customer is willing to take to think it over. (He may even try to walk away or seem busy) The customer who remains silent usually gets a better deal.
Remember not to sound too eager to please but resolute, knowing you have given the potential buyer the best deal possible.