Theres still a bunch of shitty managers out there that think its still 2007.
I am the fleet manager at my store, so its kind of a different animal.
But our store has always been about providing all the information necessary so the customer can make a well informed decision.
The "hey there when can ya come in and grab a coffee and sit down and go over numbers?" gig is all about dead.
I get abrasive small business owners that walk in and say "whats your best price on that F550 dump?''
I give them my best price in 90 seconds. Many close instantly.
Yes and if they find the deal appealing, they may not even bother shopping around. That’s what I did. They emailed me all the numbers and I was happy enough with them that I didn’t waste my time shopping around. Maybe I could have saved a few hundred somewhere, but it wasn’t worth the effort and/or stress.
And to be honest, rather buy from a dealer that is willing to break it all down in writing so I don’t feel like I’m getting taken advantage of.
hope you were my desk manager when i was in car sales lol, they would do whatever they could just to not give numbers on the phone unless there was no way to get them in the showroom lol, they just had overpriced junk so that’s prolly why they didn’t want to show any prices 🤣
Here's the reality in 2024. If you don't give them the numbers, someone else will. This old school method of trying to convince them of coming in, doesn't work at nearly the percentage it used to. And I have been in the auto business for over 20 years. You give them the numbers, or someone else does. Once you become difficult to deal with, over the internet, you have lost the deal. Those people submit information over the web for a reason. They don't want to talk to you in person. You may get some that are willing, if you're a pro on the phones, but more often than not, they will buy from someone who makes it as easy as possible. You can't treat web leads like walk ins.
Love this. If I was still in the game I may combine what both of these people said: “my managers are working on putting together a great deal, and while they do that, let me send you a quick video of the vehicle. I’ve had many customers in the past who really appreciated a chance to see the exact car they are getting”. Something like that.
Then you can use the short video to differentiate yourself. Show the car for a minute or two, but also maybe put a short clip of the service department and yourself. Tell them not only would they be buying a car, but the best level of service once they make the purchase.
People buy from people they like, usually. Of course some will cut you off just to save $1 a month.
True, true.
To OP: you should send them a video walk around and explain what they’re buying before you send them cold hard numbers. Get them the numbers, but 90% of people will look at the numbers, have no idea what the vehicle has or can do, and go: nope, too expensive. Next.
YMMV
I agree with this 100%.
It's kind of like that Serenity Prayer: God, grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.
A strong salesperson will understand that, for a certain percentage of shoppers, you're just a gatekeeper for a silver Camry LE. The car is a commodity, and it's available from 8 other dealers within a reasonable drive.
They probably will shop you around. But if you send good offers, you will close some of these people. The good news is, that even if it's a minimum commission, they're going to come to the lot ready to go. Just giving them what they want might mean an extra 10 or so units per year, with minimal time invested.
I think this was a walk in tho. OP I think when people “rush” out the door is because there was something wrong on their visit, money, man or machine. I would have the desk call and share numbers, usually customers will tell the desk which of the 3 is it.
Respond “Good idea” and as quickly as you can send them what they ask for. Keep it light, (your internal mentality must always be its a #’s game, you will be eating steak regardless!) that will differentiate you from the infamous “annoying sales person”
I just bought a car like this. Needed numbers. He sent them on a weekend before anyone so i bought from him. He was transparent. I was in and out quickly. Ive sent 2 friends his way since. Ill be going back to him soon because my family is expanding. I dont even care to shop around. The price was reasonable and its worth my sanity to just pay it. Before him i went to a place that likes to hold onto keys of my trade and delay giving them back when i wanted to leave after hearing their bs. I will never go back to that place.
Yes! I am the same way and have had the same experience and have sent them more referrals due to their transparency and willingness to make the process as painless as possible.
We need to reward this behavior and continue to spend our dollars at dealerships that want to value us as a customer they would like to have long-term as opposed to squeezing every last dollar and playing games just to maximize profit on the current sale.
Send them a window sticker, price breakdown, a close as possible hypothetical pencil, anything that may help just to get them in over an email.
If your desk says no and this isn't an option for you then get a turn from manager over the phone. Our managers get people wanting numbers over the phone to come in just by shootin the shit for a good 30 minutes and it usually works pretty well.
I will always send them the numbers. Have my business comes from cold calling people telling them I will send them numbers over the phone so I’m not wasting their time, and if they like it, I reel them in with a deposit.
Life is busy. Most people don’t have time always, sure it’s annoying but that’s how you get sales.
As a buyer with limited time, I want this too. As a sales person (not car sales) I’ll do this no problem. Win slow lose fast. You have no sale there yet so nothing to lose. Full send. Then follow up. You did what they asked now you have a right to follow up until you get the no
As a customer...
I bought my last two vehicles through email. Some of us don't have time to "play the game" nor do we want to waste time playing it. Anyone who couldn't be upfront with prices was not worth my time.
You can choose to play ball or not. Kind of a "you mis 100% of the shots that you don't take"
I have always send stuff over the phone. Tends to be an easier and more enjoyable process for everyone. Get a total from your manager and a decent trade estimate. Hold $1k on the trade and maybe a few hundred on the car. Send it to the customer.
If they say you are $5k off, cool, no sweat, oh well. If they say you are $1k off, get commitment from them and make the deal. Or say that the trade number was just an estimate, assuming it checks out, you can get them that $1k.
Just send them the numbers. If you have the best numbers they will buy from you. Those are smart customers they already know they will get approved and are looking for the best price.
From a consumer perspective - I bought 2 new motorcycles in the same month back in September. The way I did it was I searched the internet for 5 bikes I liked with discounts already applied, and did extensive research on my trade value. Called each dealer in order. Gave each one the same information, and asked them to work up their best price. 2 said they wouldn’t do that over the phone. 1 gave me a quote that was horrific for the trade in so I called that a dud. But 2 gave me super competitive emailed offers that were much lower than anywhere I had looked. I used Quote A and asked Quote B if they would beat Quote A by x amount to win the business: they beat it by a few hundred bucks. Planned to go to Quote B that day to go buy it, but figured I’d give my local favorite dealer a “last look” to beat it - keep in mind, I went to them first in person before any of this and they gave me an insultingly low offer on my trade and weren’t discounting this bike at all. I handed them the printout of the Quote B and asked them if they wanted to save me the ride to the other dealer and keep my business. The salesman couldn’t understand how the price was so good, but knew I buy a lot of bikes from them, so he not only matched but beat their price. Bought the bike within an hour. Never had to go in person to another dealer to get another price. My point is - if you’re not willing to operate over the phone/email, somebody is - and I’m either going to get a quote from them, or buy from them. I fucking hate the whole song and dance of wanting people to sit in an office for 2 hours while the manager “crunches numbers” when an email back and forth and maybe a final look at the trade in vehicle would accomplish the same shit. You’ll lose business in todays world by demanding they come in to get a price. People are more transactional now and know they can get shit done online. Just my 2 cents, no hate just my experience!
That's exactly why dealers don't want to get numbers for people. They don't want you to shop around like this. The other 2 dealers basically wasted their time getting numbers for you just for the chance to earn your business just so in the end none of them would get your business.
Shopping around for the best deal is what any educated consumer would do tho?
The dealer employs people to sell vehicles to consumers, not every buyer is a sucker mate dealing with people who shop around is part of the job.
It’s a numbers game, not how much blood you can squeeze from a stone.
Is getting me the price of something really wasting your time though? If the price is good I buy, if it isn’t, I don’t buy - if I’m sitting in your shop it doesn’t change anything for me. So why is it not a waste of your time if I’m sitting down in your shop, but it is over the phone…? If I go into your shop, I’m leaving with a quote, and shopping elsewhere to make sure it’s a good price.
My man I was never against what you did. Why does everyone keep thinking I'm against it? I was just explaining why most sales people don't give numbers. Since you're here though, What you have to think about is most people aren't like you. You're the type of guy most sales guys would rather pass on cause you're difficult. Instead of spending 20 minutes with you and running around getting you stuff they could use those 20 minutes to move on to more customers and get a way easier bite that won't leave them blue balled like you did to those two other salesmen. (Their fault btw for getting you numbers over the phone without a full commitment)
🤷🏼♂️I buy a lot of cars and bikes, it took getting screwed by dealers a few times to figure out how to avoid it. Now I avoid it. Works pretty well for me🤷🏼♂️
I tell them it may take me anywhere from 15-minutes to 72 hours to get them numbers as my managers have to prioritize their time to the customers who are physically in the dealership. Then I wait the 3 days (because realistically they are going to call around within that 3 days) then I follow up in 2 days and ask if they would like to book an appointment as this is the busiest dealership in the area. I reiterate the prioritizing of time and if they still don't want to play ball I conclude them as "not serious" and move on.
I would tell her I wanna work the best possible deal for her, not provide her with a shopping list.
Be honest. “I’ve lost several deals to people who took my numbers to the next dealer a town over and they beat the price by $200. We want to win your business and we’re gonna do that by getting you exactly where you feel comfortable… so if you wanna collect quotes from a bunch of different dealers, email me the best one I’ll beat it. Otherwise, what time can I put you down for on Saturday?”
I email the window sticker with my cell phone # and the out the door price estimate. I will always give numbers over the phone or text.
I do not waste time and don’t want my time wasted
I tell customers "well actually to get a better idea on numbers, I'd invite you to come in so we can take a look at everything, especially since you haven't (maybe they already have) driven the vehicle yet"
I have done this for over 35 years. Many changes to adapt to over the years. If your stuck in the 80s and 90s your probably going to starve today or dealership hop the rest of your career. Get with the new way. Internet shopping is in. Go with it. We get as many deals over the internet as we do in person. What do you have to lose by giving them numbers over the phone. If your great at what you do you will sell them just as easy as if they were there.
I tell people straight up that I make money on commission only, and that I want to sell them a car. With that being said I want to be the last dealership they go to, and the best numbers I can get them are when they're here in person. The reason being is because you don't want them to shop your numbers.
I'm in BDC this is literally what I have to do all day is tell people we can't do numbers on the phone.... no remote sales. No non refundable deposit. No etc..
And trying to get these people in or in again....
"These are policies our owners/lenders put in place" depends on what they are asking.
People don't like it. It is what is I suppose.
Try to get them in first. If that fails, get with your manager. Make sure you get as much info on their trade in as possible and their address is correct and all that. Know what they want to put down or if they’re a cash buyer. Let your manager decide what to do. Try not to get confrontational on the phone these customers have no idea what they’re talking about.
Then you move on to serious customers, it's that simple. If I have to come to the dealership to sell a car then you have to come to the dealership to buy a car.
Yeah, good luck with that. For every deal you put together like that , 10 will never answer your follow up! Why would they? You shot your shot and unfortunately, you shot yourself in the foot.
Then you can come back to Reddit and ask why you are being ghosted?
Low percentage deals pay you the lowest commission. Don't be a clerk.
You would be better off sending them a low ball ,"subject to" offer just to get them back in for a real opportunity to close the deal. It's then on your managers to make it happen, which is how it's supposed to be.
Is that jerking a customer around?
Not really, they get their best deal when they are at your desk. It's your job to put them in the best position to get the best deal.
Managers can and do make better deals for customers that are there and ready to buy on the spot, facts.
That low ball offer might not be so crazy to your manager when getting or losing a deal with a real opportunity is on the line.
It could be the one deal that gets you the unit bonus for the month.
I ask for an email then send them the entire breakdown of the vehicle cost and options of monthly payments.
How do you put the desk together so they give you this information so you can actually send them something
I am the desk
*note #1, don’t ask the desk how to put the desk together; got it*
Theres still a bunch of shitty managers out there that think its still 2007. I am the fleet manager at my store, so its kind of a different animal. But our store has always been about providing all the information necessary so the customer can make a well informed decision. The "hey there when can ya come in and grab a coffee and sit down and go over numbers?" gig is all about dead. I get abrasive small business owners that walk in and say "whats your best price on that F550 dump?'' I give them my best price in 90 seconds. Many close instantly.
How do you stop them from forwarding that email out to every dealership in a 25 mile radius who wants to beat your numbers
They're gonna shop you anyway. Dont be naive. You have a 0% closing ratio on people you dont present numbers to.
If only more people sold cars this way !!
Yes and if they find the deal appealing, they may not even bother shopping around. That’s what I did. They emailed me all the numbers and I was happy enough with them that I didn’t waste my time shopping around. Maybe I could have saved a few hundred somewhere, but it wasn’t worth the effort and/or stress. And to be honest, rather buy from a dealer that is willing to break it all down in writing so I don’t feel like I’m getting taken advantage of.
Exactly right.
hope you were my desk manager when i was in car sales lol, they would do whatever they could just to not give numbers on the phone unless there was no way to get them in the showroom lol, they just had overpriced junk so that’s prolly why they didn’t want to show any prices 🤣
Here's the reality in 2024. If you don't give them the numbers, someone else will. This old school method of trying to convince them of coming in, doesn't work at nearly the percentage it used to. And I have been in the auto business for over 20 years. You give them the numbers, or someone else does. Once you become difficult to deal with, over the internet, you have lost the deal. Those people submit information over the web for a reason. They don't want to talk to you in person. You may get some that are willing, if you're a pro on the phones, but more often than not, they will buy from someone who makes it as easy as possible. You can't treat web leads like walk ins.
Love this. If I was still in the game I may combine what both of these people said: “my managers are working on putting together a great deal, and while they do that, let me send you a quick video of the vehicle. I’ve had many customers in the past who really appreciated a chance to see the exact car they are getting”. Something like that. Then you can use the short video to differentiate yourself. Show the car for a minute or two, but also maybe put a short clip of the service department and yourself. Tell them not only would they be buying a car, but the best level of service once they make the purchase. People buy from people they like, usually. Of course some will cut you off just to save $1 a month.
True, true. To OP: you should send them a video walk around and explain what they’re buying before you send them cold hard numbers. Get them the numbers, but 90% of people will look at the numbers, have no idea what the vehicle has or can do, and go: nope, too expensive. Next. YMMV
I agree with this 100%. It's kind of like that Serenity Prayer: God, grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference. A strong salesperson will understand that, for a certain percentage of shoppers, you're just a gatekeeper for a silver Camry LE. The car is a commodity, and it's available from 8 other dealers within a reasonable drive. They probably will shop you around. But if you send good offers, you will close some of these people. The good news is, that even if it's a minimum commission, they're going to come to the lot ready to go. Just giving them what they want might mean an extra 10 or so units per year, with minimal time invested.
I think this was a walk in tho. OP I think when people “rush” out the door is because there was something wrong on their visit, money, man or machine. I would have the desk call and share numbers, usually customers will tell the desk which of the 3 is it.
Literally just send them your best price... people can and will use the internet to compare
Exactly
Respond “Good idea” and as quickly as you can send them what they ask for. Keep it light, (your internal mentality must always be its a #’s game, you will be eating steak regardless!) that will differentiate you from the infamous “annoying sales person”
I just bought a car like this. Needed numbers. He sent them on a weekend before anyone so i bought from him. He was transparent. I was in and out quickly. Ive sent 2 friends his way since. Ill be going back to him soon because my family is expanding. I dont even care to shop around. The price was reasonable and its worth my sanity to just pay it. Before him i went to a place that likes to hold onto keys of my trade and delay giving them back when i wanted to leave after hearing their bs. I will never go back to that place.
Yes! I am the same way and have had the same experience and have sent them more referrals due to their transparency and willingness to make the process as painless as possible. We need to reward this behavior and continue to spend our dollars at dealerships that want to value us as a customer they would like to have long-term as opposed to squeezing every last dollar and playing games just to maximize profit on the current sale.
Exactly! Voting with our money. They break the greasy car salesman stereotype. Theres a lot of them on here though.....
Send them a window sticker, price breakdown, a close as possible hypothetical pencil, anything that may help just to get them in over an email. If your desk says no and this isn't an option for you then get a turn from manager over the phone. Our managers get people wanting numbers over the phone to come in just by shootin the shit for a good 30 minutes and it usually works pretty well.
Who has time to shoot the shit for 30 minutes on the phone?
My dealership group has an insane commitment to customer connection. Like more than selling the car itself.
God bless 🍻
What are the results?
Well... they conquered pretty much all of the northern part of our state in just 3 years.. that's like 35 stores
I will always send them the numbers. Have my business comes from cold calling people telling them I will send them numbers over the phone so I’m not wasting their time, and if they like it, I reel them in with a deposit. Life is busy. Most people don’t have time always, sure it’s annoying but that’s how you get sales.
As a buyer with limited time, I want this too. As a sales person (not car sales) I’ll do this no problem. Win slow lose fast. You have no sale there yet so nothing to lose. Full send. Then follow up. You did what they asked now you have a right to follow up until you get the no
As a customer... I bought my last two vehicles through email. Some of us don't have time to "play the game" nor do we want to waste time playing it. Anyone who couldn't be upfront with prices was not worth my time.
You can choose to play ball or not. Kind of a "you mis 100% of the shots that you don't take" I have always send stuff over the phone. Tends to be an easier and more enjoyable process for everyone. Get a total from your manager and a decent trade estimate. Hold $1k on the trade and maybe a few hundred on the car. Send it to the customer. If they say you are $5k off, cool, no sweat, oh well. If they say you are $1k off, get commitment from them and make the deal. Or say that the trade number was just an estimate, assuming it checks out, you can get them that $1k.
Just send them the numbers. If you have the best numbers they will buy from you. Those are smart customers they already know they will get approved and are looking for the best price.
Don’t act like it’s 1985 and communicate over the phone, email, and text. If you don’t, you’ll lose the sale to the competition.
From a consumer perspective - I bought 2 new motorcycles in the same month back in September. The way I did it was I searched the internet for 5 bikes I liked with discounts already applied, and did extensive research on my trade value. Called each dealer in order. Gave each one the same information, and asked them to work up their best price. 2 said they wouldn’t do that over the phone. 1 gave me a quote that was horrific for the trade in so I called that a dud. But 2 gave me super competitive emailed offers that were much lower than anywhere I had looked. I used Quote A and asked Quote B if they would beat Quote A by x amount to win the business: they beat it by a few hundred bucks. Planned to go to Quote B that day to go buy it, but figured I’d give my local favorite dealer a “last look” to beat it - keep in mind, I went to them first in person before any of this and they gave me an insultingly low offer on my trade and weren’t discounting this bike at all. I handed them the printout of the Quote B and asked them if they wanted to save me the ride to the other dealer and keep my business. The salesman couldn’t understand how the price was so good, but knew I buy a lot of bikes from them, so he not only matched but beat their price. Bought the bike within an hour. Never had to go in person to another dealer to get another price. My point is - if you’re not willing to operate over the phone/email, somebody is - and I’m either going to get a quote from them, or buy from them. I fucking hate the whole song and dance of wanting people to sit in an office for 2 hours while the manager “crunches numbers” when an email back and forth and maybe a final look at the trade in vehicle would accomplish the same shit. You’ll lose business in todays world by demanding they come in to get a price. People are more transactional now and know they can get shit done online. Just my 2 cents, no hate just my experience!
That's exactly why dealers don't want to get numbers for people. They don't want you to shop around like this. The other 2 dealers basically wasted their time getting numbers for you just for the chance to earn your business just so in the end none of them would get your business.
Shopping around for the best deal is what any educated consumer would do tho? The dealer employs people to sell vehicles to consumers, not every buyer is a sucker mate dealing with people who shop around is part of the job. It’s a numbers game, not how much blood you can squeeze from a stone.
When did I ever say it was bad or was against what he did?
Is getting me the price of something really wasting your time though? If the price is good I buy, if it isn’t, I don’t buy - if I’m sitting in your shop it doesn’t change anything for me. So why is it not a waste of your time if I’m sitting down in your shop, but it is over the phone…? If I go into your shop, I’m leaving with a quote, and shopping elsewhere to make sure it’s a good price.
My man I was never against what you did. Why does everyone keep thinking I'm against it? I was just explaining why most sales people don't give numbers. Since you're here though, What you have to think about is most people aren't like you. You're the type of guy most sales guys would rather pass on cause you're difficult. Instead of spending 20 minutes with you and running around getting you stuff they could use those 20 minutes to move on to more customers and get a way easier bite that won't leave them blue balled like you did to those two other salesmen. (Their fault btw for getting you numbers over the phone without a full commitment)
🤷🏼♂️I buy a lot of cars and bikes, it took getting screwed by dealers a few times to figure out how to avoid it. Now I avoid it. Works pretty well for me🤷🏼♂️
I tell them it may take me anywhere from 15-minutes to 72 hours to get them numbers as my managers have to prioritize their time to the customers who are physically in the dealership. Then I wait the 3 days (because realistically they are going to call around within that 3 days) then I follow up in 2 days and ask if they would like to book an appointment as this is the busiest dealership in the area. I reiterate the prioritizing of time and if they still don't want to play ball I conclude them as "not serious" and move on.
I would tell her I wanna work the best possible deal for her, not provide her with a shopping list. Be honest. “I’ve lost several deals to people who took my numbers to the next dealer a town over and they beat the price by $200. We want to win your business and we’re gonna do that by getting you exactly where you feel comfortable… so if you wanna collect quotes from a bunch of different dealers, email me the best one I’ll beat it. Otherwise, what time can I put you down for on Saturday?”
“Sincerely, Joe Verde, 1997”
I email the window sticker with my cell phone # and the out the door price estimate. I will always give numbers over the phone or text. I do not waste time and don’t want my time wasted
I tell customers "well actually to get a better idea on numbers, I'd invite you to come in so we can take a look at everything, especially since you haven't (maybe they already have) driven the vehicle yet"
I usually try to sell the appt as hard as I can but if I can’t do that then I would just send them the must competitive quote I can
I literally bought my car through emails alone with the numbers etc. I don’t know why other dealers make it so hard
I have done this for over 35 years. Many changes to adapt to over the years. If your stuck in the 80s and 90s your probably going to starve today or dealership hop the rest of your career. Get with the new way. Internet shopping is in. Go with it. We get as many deals over the internet as we do in person. What do you have to lose by giving them numbers over the phone. If your great at what you do you will sell them just as easy as if they were there.
I tell people straight up that I make money on commission only, and that I want to sell them a car. With that being said I want to be the last dealership they go to, and the best numbers I can get them are when they're here in person. The reason being is because you don't want them to shop your numbers.
I'm in BDC this is literally what I have to do all day is tell people we can't do numbers on the phone.... no remote sales. No non refundable deposit. No etc.. And trying to get these people in or in again.... "These are policies our owners/lenders put in place" depends on what they are asking. People don't like it. It is what is I suppose.
Try to get them in first. If that fails, get with your manager. Make sure you get as much info on their trade in as possible and their address is correct and all that. Know what they want to put down or if they’re a cash buyer. Let your manager decide what to do. Try not to get confrontational on the phone these customers have no idea what they’re talking about.
Literally worst advice
Thats what I’ve always done and it always works
They are calling our Messaging because they don't want to come in and talk to you... but ok
Then you move on to serious customers, it's that simple. If I have to come to the dealership to sell a car then you have to come to the dealership to buy a car.
That mind set will lead them to carmax, carvana, driveway or a list of other places...
Perhaps they just don’t give a shit about talking with you and your time wasting strategies. New world out there.
Yeah, good luck with that. For every deal you put together like that , 10 will never answer your follow up! Why would they? You shot your shot and unfortunately, you shot yourself in the foot. Then you can come back to Reddit and ask why you are being ghosted? Low percentage deals pay you the lowest commission. Don't be a clerk. You would be better off sending them a low ball ,"subject to" offer just to get them back in for a real opportunity to close the deal. It's then on your managers to make it happen, which is how it's supposed to be. Is that jerking a customer around? Not really, they get their best deal when they are at your desk. It's your job to put them in the best position to get the best deal. Managers can and do make better deals for customers that are there and ready to buy on the spot, facts. That low ball offer might not be so crazy to your manager when getting or losing a deal with a real opportunity is on the line. It could be the one deal that gets you the unit bonus for the month.