Quote:
Originally Posted by PhantomX
I think honesty plays a bigger factor. The guy was honest. It's true that most sales consultants don't know much about the car, but what about those of us who know it like the back of our hand? Personally, I flat out ask my customers how much they know about the car. It lets me gauge whether or not I need to show them the car or just go straight to the test drive.
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We're talking about the same thing. When you ask how much the customer knows about the car you get one of two answers; 1. "I've been researching this car for 3 years!" in which you reply "great, what drew you to it?". 2. "Nothing." and you say "well, what drew you to it in our showroom?". In either case, you are talking as little as possible and the customer is getting themselves excited.
Like what Tcoat said, he knew he wanted the car walking in, at that point the sales person has to sit back and not do anything to mess it up. Because his sales person was generally interested in what he had to say, he got himself excited enough to buy it right there instead of possibly waiting, or shopping around. Exact same thing happened with me, except the sales manager barged in right when we were having a light conversation about the differences between the FR-S and BRZ. Sales manager started his speech about how I can get a body kit and exhaust completely out of nowhere, I didn't even mention I wanted these things. I told the sales guy I'd come back. I came back the next day when the sales manager was gone.
This is the reason I can never even make small talk with gym membership sales people and some car sales people, they feel like they can convince you instead of just connecting as a human and leading the conversation.