How do car salesmen do it?
There are many different types of car salesmen out there. Recent research puts them into these fun categories:
Paternal
These salesmen trade on trust. They have a ready smile and are often older than you - surely they wouldn't rip you off? Think again! They have normally matured from an aggressive 'shark' type salesman (see below). They appear to be listening intently but are normally working out which car they want to sell you & how to sell you extras like car insurance.
How to spot one - Sensible clothes for the trusty salesman. A bit like a retired school teacher with stripey ties and sensible shoes.
Favorite line - Good morning, what a beautiful day to buy a car
How to handle - Take control of the situation and don't ask them too many questions. Be firm and tell them that you will be making a decision when you are ready.
The shark
An aggressive creature who will pounce on you as soon as you walk in. They will ask you your name and use it regularly. Escaping the clutches of the shark is very hard. These salesmen are disliked by their colleagues as they nothing of poaching other peoples' sales. They will have the part exchange form ready for you to sign and hate the site of parkers price guide telling you that your car is worth 20% more than they have offered.
How to spot one - Sharp double breasted suit, cuff links, rolex
Favorite line - You look so good sat in that car, it really suits you
How to handle - Treat aggression with aggression, walk out when he offers you too little for your car. He is highly competitive and will not like you walking out. This will land you a better deal.
Smiler
These people think that a smile will get them anything. Even the dreaded knock on the value of your part exchange is delivered with a smile. They work on the premise that enthusiasm is contagious, if they talk a car up enough you are bound to buy it! Even when you give them an objection, they will smile and give you a solution - 'this car is for my 19 year old daughter and she can't find cheap car insurance' is met with 'no problem sir, I will find you a great deal for young driver insurance.'
What they wear - A bit scruffy and rarely wearing a watch
Favorite line - let me get you a tea or coffee
How to handle - They want to please you with a deal. Be smart and get them earning their commission.
Date - 02/11/2006
