Question:  What does the car salesman do when he or she goes to the Sales Manager's office?

December 09, 2003

I'm the automotive writer for Indy Men's Magazine in Indianapolis, Indiana (www.indymensmagazine.com). I'm looking for an auto sales expert to help me answer a reader's question: Just where does the salesman go when he goes to talk to the manager? Does he really talk to him, or just go grab a cup of coffee to keep the buyer waiting?

Thanks for your assistance.

Gary

Answer:

Hi Gary,

In most car dealerships the salesperson has no authority to finalize a car deal without the explicit authorization of the Sales Manager. More importantly, the Sales Manager controls all aspects of the deal.

When the sales person leaves the customer and goes to the manager's office it is to first tell the manager what he has going on. The manager wants to know the following:

1. What kind of vehicle is the customer is interested in?

2. Has the customer test driven the vehicle yet, and if not why?

3. Is there is a trade, and what it is?

4. Does the customer owe any money on the trade, and if so how much is the pay-off?

5. What is the customer expecting to get for the trade?

6. What is the customer's monthly payment expectation?

7. What kind of credit rating does the customer have?

8. How much money does the customer have to put down?

9. Does the customer have the authority to make a buying decision, or does he or she need their spouse, parent etc. to do so?

10. Is the customer prepared to make a deal right now?

The Sales Manager will then analyze this information and formulate a plan of action to turn that prospect into a "Today" buyer.

He will instruct the sales person on what to say, what car to show the prospect and so forth. Ideally, the sales person is like a puppet on a string!

As the deal gets going the sales person may need to visit the Sales Manager's office many times for instruction and advice. Eventually, the sales person will go back and forth until he or she either closes the deal or the customer is ready to walk.

If the customer is leaving, the manager may personally intervene to attempt to close the deal, or he may send an assistant in to close the deal.

The purpose for all of this control is simply to maximize the number of sales and the profit per sale.

If a sales person lets a customer leave without notifying the sales manager first, he or she could get in big trouble and even get fired!

For additional information on this topic read:
"How The Car Dealership's Selling System Manipulates You Into Buying TODAY!"

Gary, I hope this information helps you answer your reader's question.

All my very best...

Tony Iorio