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I found this fascinating quote today:

Can you afford the price of a new car? Even if you could, wouldn't you like to pay less for more? Well, a slightly used car could be for you.ON THE LOT with JOHN RYAN, Buying Cars or Selling cars for profit

You should read the whole article.

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When you’re selling cars or selling anything for that matter, you want to keep the things that your customers don’t like about you down to a minimum. The more they don’t like, the more they don’t trust. If they don’t trust you they won’t buy from you! So, I’m going to talk a little about unintentional-dis-invitation’s.



Unintentional-dis-invitation, unintentional = didn’t intentionally do, dis-invitation= not inviting. So an unintentional-dis-invitation is unknowingly putting someone off by what you say, the way you say it, or even the way you look.


Some simple rules I see broken everyday that turn off the customer. Salespeople not dressing appropriately, cloths not fitting properly (buttons ready to pop); cloths not ironed well, shoes not shined. You don’t look like a professional. If you don’t look like a professional, how are customers going to perceive you? And perception equals reality in our business.


Then of course there’s, not looking customers in the eye, one terrible mistake is wearing sunglasses while talking to customers. Then there’s crossing your arms during conversation. I could go on but I’m sure you get my point. All of those make it seem as though you’re hiding something even if you’re not. Try and avoid talking to anyone in the dealership as though you’re “Back on the block”.

What do people want when they come into or contact your dealership? What makes them chose your dealership over XYZ Motors down the street? Why should they buy a car from you?

Everybody wants the same thing when doing business; good service, a high quality product, and a fair deal. Can you provide all 3? You only get one chance with some customers and you only get one chance at a first impression. So take the lead, you know what the customer wants. Let them know you can provide exactly what he/she expects.

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Image via Wikipedia

Do you want a new car? Maybe it’s a bright sunny day and you wish your car had a sunroof.


Can you afford the price of a new car? Even if you could, wouldn't you like to pay less for more? Well, a slightly used car could be for you.

Buying a used car can seem like a daunting task but it doesn’t have to be. Just as long as you know what you need to about the car you want.


• How many previous owners?

• If the car was ever in an accident.

• If the car had any previous mechanical problems.

• What the mechanical history of the car is.

The benefits of buying a used car are huge. The best part is getting all the options you may not have been able to afford if you had to buy a new car. Paying half price for a car that’s only a year old and still has tons of factory warranty is the way to go! After over 15 years selling and buying cars it’s what I do.

Buying a used car offers those who normally couldn’t afford the "extras" the opportunity to own the car of their dreams.

Image by Thomas Hawk via Flickr

When buying a used car most people’s first concern is if the car has been in an accident. The easiest way to tell is by checking to see if the vehicle has been repainted.





Below are some general rules on how to tell if the car you’re interested in buying has been repainted.



• Feel around the hood, door panels, fender and deck lid for what’s known as a tapeline. A tape line is where the body shop tapes off an area of the car to apply paint. When the tape comes off there is a line where the new paint starts.


• If you can see overspray on the cars molding, that is a good indicator.


• Check the bolts under the hood to see if the fenders have been removed or replaced. The paint on the bolts or under the bolts will have been removed or disturbed in some way.



One popular way of checking for paint work is get a Carfax report on the car you’re interested in buying, but I have seen a lot of Carfax reports that are wrong. So I would use it as one tool but not the only tool.

 Just because a car has been repainted doesn’t mean you had better stay away from it. After all it could have just been painted after a scratch or something minor like that. Ask the dealer, they should be honest. Tell them your concerns, and show them anything you see that is out of the ordinary. You may just get a lot better price!

The biggest mistakes salespeople make:

• Go to work to WORK. Seems like common sense right? Most salespeople sit around day after day weighting on the perfect up. WatchingTV, complaining, pre-judging customers, and on and on. Do something different, get on the phones. Call your customers that have not bought yet, call your previous customers. After all that why not calling contact some Orphan Owners.
• Don't ask "Can I help you". When you get a lot up think about what your going to say before you say it. "Can I help you" is the first no no, your setting yourself and the customer up for, "I'm just looking" a programed response. Even I say it, customers will say it even if they plan on buying a car today. Instead how about saying "How are you today". Sometimes customers will still say "I'm just looking", but this time you didn't set everybody up for it.
• Develop a relationship with the customer. Find out the customers needs and wants, make small talk. Customers buy cars first from a salesperson the like and trust!
• Always get the customers name and number. So you can let them know about, new invitory, sales, rebates things like that. Without the name and number you have nothing!
• Listen to your manager, ask for pointers. They have been selling cars for a long time and if you follow their instruction you will be well on your way to making more money, closing more sales, and a successful career selling cars!

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I recently read an article that said the best way to get the best price was to play the game. That was really disturbing. The writer spoke from an educated point of view, yet made no since.

Buying cars is one of the largest purchases you will ever make. Don’t play games and don’t start the buying by saying "I’m just looking" if you’re not. If you’re thinking about buying this car or that truck tell the salesperson, but first do your home work.

Before you head to the dealership, decide what your budget is. Then knowing what your budget is picks a car that meets your needs. Then if there is room maybe some frills. Then do some research, check out how much they sell for average, go to KBB.com and NADA.com and check the reviews then the retail value and the trade in value and expect to pay somewhere in-between. Then get a rough idea what your payments might be based on your credit.

Go in like an informed consumer. Test drive the vehicle you want. When you get back to the dealership let the salesman know where your budget is and where you need to be to take the car home. If they can do it great if not you will keep looking. No games just the truth. The salesperson should be a professional and welcome the opportunity to deal with another professional. Making ridicules offers shows a lack of education about the vehicle and will always prolong the a bad experience, or insincerity about buying, whichever you won't be taken seriously!

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