Quote:
Originally Posted by Atticus808
If you don't know, admit it, we all don't know everything about the cars. But to argue with you defending your own wrong facts..... not a good way to make a sale.
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Many salespeople are trained to never waiver and never display any weakness that might put the power in the hands of the buyer. They are trained to maintain dominance and control over the interaction at all times.
...which is why more and more salespeople are turning out to be flat out assbags.
Admitting they don't know, that you know more than they do, and especially admitting they are wrong are serious power shifts, and they feel that puts them at a disadvantage in the interaction. Many who are trained to never give up control are not trained on how to deal with it when they start to feel that control slip, so the obvious reaction is to dial up the arrogance and dominance to regain power.
It's sad, but it's the truth. Where I used to live, I was friends with a psychologist who was hired as a consultant by numerous car dealers and he was repeatedly asked to train the sales staff in psychological warfare, which may sound extreme but that's exactly what it is. Control words, power phrases, intonation, body language, dominance and coercion... the whole 9 yards.
Those same dealers couldn't be bothered to send their staff to training on the actual products they were selling.
...and people wonder why they often leave car dealerships feeling belittled, degraded, disrespected, and mentally abused.
For those dealers that still believe in honesty, integrity, respect, and fairness -- good on them. They're becoming a rarer breed by the day.
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