Two Kinds of New-Car Dealers
The Straight Sell House. Some new-car dealer’s are traditional in their selling methods, and demand less profit “taking” from their sales departments. Typically, their car salesmen are one-on-one with their car-buying clientele. Also, they avoid confusing or confounding their customers for profit-taking reasons, and take their profits in a non- aggressive manner, always. Also, straight-sell salesmen are more patient, sometimes “sincere” with their customers and their transportation needs. Often, sales managers will give discounts on their cars, but only to their steady customers. And, if any customer gets too demanding with them over a car’s selling price, the sales manager just asks them to leave the dealer’s and go shopping elsewhere. Unfortunately, for the public, they shop at new-cars dealership’s offering “fantastic bargains!”
The System House. Car dealers who hire sales managers that use groups of salesmen to sell their cars to the public. Often, “aggressive” sales managers use both “aggressive” advertising and selling techniques to achieve their yearly- sales quotas. Often, “aggressive” sales managers utilize selling-tactics that depend on confusing and confounding their consumer’s decision-making process. To help consumer error in their car-buying decisions, “aggressive” sales managers send many salesmen — several times, in and out the salesman’s office. During each of these “visits” customer’s are questioned or interfered with during the negotiating process. The salesmen’s loyalties are to themselves, to their sales managers, to the selling of cars, and never to their customer’s real wants or needs! For this reason, system-houses sell more cars. Remember, it’s not so much that savvy-buyers are better negotiators, but that dealers get their used cars from previous owners at much lower prices — well below wholesale! Likewise, the system- houses require their salesmen to work together to confuse and confound their customers, until they have signed their contracts. “Taking” profits come “natural” to the system- house sales managers. They know that most consumers are unprepared and unable to compete against them inside their selling-rooms — similar to the Las Vegas gambling houses.