August 17, 2018 Barbara started a new career at Lexus of Watertown.
Car salespeople get a bad rap. The only profession who is treated as badly as automotive salespeople is congress, but they actually deserve it. Too many people assume that all automotive salespeople are like the sleazy ones you see in movies: fast-talking hustlers trying to talk you out of your money.
But this assumption is unfair. In reality, the majority of salespeople are hardworking professionals trying to provide for their families, and should be treated better than they are. But in case you need a better reason to be nicer to car salespeople, here are five:
1. They are your friends, family, and neighbors
The number of car salespeople in the country is estimated to be over half a million, which doesn’t include the sales managers, and sales support teams involved in the process.
This isn’t some small niche profession. Car salespeople live and work alongside everyone else, and there’s a great chance that you have one as a neighbor, friend or relative. Treat them accordingly.
2. They’re very stressed out
Sales is a stressful profession, and car sales is one of the more stressful sales jobs out there. Long hours, a high volume of customers, intense competition among dealerships, and pressure to earn a living make car salespeople a stressed out bunch. Being nice to an overworked salesperson will probably make their day.
3. You’ll get a better deal
You catch a lot more flies with honey than you do with vinegar, but lots of people seem to forget that when shopping for a vehicle. Treating someone politely and with respect can go far when you’re trying to get a better deal, and it will absolutely serve you better than being rude or hard-nosed. Humans are naturally inclined to help those who are nice to us, so don’t forget that when working with an automotive sales professional.
4. If you don’t buy, they’re working for free
Unlike other professions, salespeople oftentimes only get paid if they close a deal. So that salesperson who is spending time answering your questions and potentially dealing with abuse is probably doing it for free. That’s not to say you should feel obligated to buy anything, just that you should treat auto salespeople with respect since their time is costing them money.
5. Their goal is to make you happy
There has been a marked shift in automotive sales in the last decade or so. High-pressure sales tactics have been replaced by a more consultative sales model, and since pricing has been made comparable across dealers due to the internet, salespeople understand that they need to earn your business through superior customer service. This means that the salesperson sitting across from you understands that their goal is to make you happy, so let them.
Makes sense to me!
True story. In fact, it just happened. Today, October 7, 2016!!
A male customer, somewhat elderly, walks into the dealership and asks the receptionist for someone to help him pair his new phone to his Volvo XC70. As I walk up to the desk, the receptionist tells the customer that, “Barbara can help you.” “No, she won’t be able to do it.” I ask the customer if I can try to help. As he looks around to see there is no one else in the showroom, he says, “Ok, but it’s a guy thing.”
We walk to the car, and 1,2,3, his new phone is connected. “That’s amazing, I’m impressed that you could do that.” Instead of making any kind of comment about female vs. male car sales consultants, I just say thank you. Again, he repeats, I’m impressed.”
Snippets taken from a recent interview I did with bestride.com.
See the entire article here:
WHERE ARE THE WOMEN IN AUTOMOTIVE RETAIL?
Take a look at Barbara Goodman’s background: She graduated from the University of Massachusetts, Amherst with a Bachelor of Science, and attended Cambridge College where she earned a Masters in Counseling and Psychology. She worked for Marriott as a director of catering, and for the Brain Tumor Society as an events coordinator.
It’s an unlikely resume for a car salesperson, but since 2013, that’s how Barbara Goodman has been making her living, with Volvo of Wellesley. “I never thought I would be selling cars,” she says. “To me, the profession dominated by men was not always trustworthy. I believed salesmen would take advantage of people, especially women.”
Barbara is a rare commodity, though. She’s in an industry that is completely dominated by men, at every level.
For Barbara Goodman, selling cars is a matter of understanding who the customer is and treating them with the respect that they deserve, regardless of their gender. “The first question should never be, ‘What color do you want?’” she says. “Never ask a woman when her husband will be coming in.” Yes, partners in relationships — both male and female — discuss expensive purchases with each other, she says. “However, it is unlikely a salesperson would ask a man when his wife will be in to finish the deal.”
“Do as much research as possible before going to the dealership,” says Barbara Goodman. “There is a lot of information online today that anyone can look up what people are paying for cars today. Consumers can research what kind of car and packages they want.’
She cautions to use that power in a positive way, though. “Consumers who are pleasant and polite could get a better deal than a consumer who is demanding, [argumentative] and rude. The latter is what some people perceive they have to be to deal with car salespeople.” She has more information for consumers on her blog.
You know the old saying, “you get more with honey than vinegar?” I don’t know if the general public believes this or practices this statement. However, after selling cars for three years, I want you to know that statement is definitely true!
There are some people that feel the harder they beat up a car Salesperson, or sales Manager, the better deal they’ll get. I hate to admit this but, I was one of those people. I apologize to the car salesmen I was hard on.
As a Car Sales Consultant, I see how customers who are friendly, pleasant and polite could be the recipients of getting a little bit more than the people that are demanding.
Why? First and foremost, I am convinced that Volvo is the safest car made. Also, the technology is so far advanced compared to other models.
Truth be told, the commute is 10 minutes instead of 45-60 minutes.
I felt like Dorothy, from the Wizard of OZ. I had to go over the rainbow to realize there’s no place like home. (If I had ruby shoes, I would have clicked my heels).
I’ve been back in Wellesley for a little over a week and have sold five cars.
On my previous post I ended with, “I can’t wait to see what 2015 has in store!!!” Never have those words meant so much. After 1.5 years at Volvo, I have moved onto Lexus of Northborough! What was a 10 minute commute is now 40 minutes. I’m always going against traffic so it’s not really bad.
I learned a lot of Volvo, about cars in general and how to sell cars. It’s my experience at Volvo that allowed me to move to Lexus. The move was considered at great length. I was at the point that I felt comfortable, with the store, the cars, the people.
Now I am in a new environment, so many more car models to learn and people too. I started on January 20, 2015. After taking the many required tests to be considered, “certified,” I am ready to hit the floor selling. Tomorrow is Saturday of Presidents Day Weekend, which hopefully will be busy as expected, that is if the next snow storm holds off until the evening.
Wish me luck and if you or anyone you know is looking for a Lexus please contact me at: 508.836.2122 or bgoodman@lexusofnorthborough.