Closing the Deal
I HATE BUYING CARS. I can���t think of too many sales transactions that are more loathsome. When I look back at all the times I purchased a car, the one with my father in 1976 was the most memorable.
I needed a new car. I was living in San Diego and often driving to Los Angeles to visit family and friends. My 1966 Volkswagen Beetle couldn���t take too many more trips.
I asked my father if he wanted to come with me to look at new cars. My dad was a nice guy. But he could also be quick-tempered and impatient. Those aren���t good qualities when negotiating the price of a car.
We went to a Lincoln Mercury dealer and I saw the new Capri. It was bright yellow and sporty looking. I���d like to say it was my dream car, but it wasn���t. My dream car was a Fiat Spider, but it was out of my price range.
The salesman was new at selling cars. He didn't know much about the car I was interested in. He told us he spent most of his career selling clothes. But I could tell why the dealership hired him. He could sell you anything.
The salesman said, ���We have to work together as a team when negotiating a price for this car. You want to buy a car and I want to sell you a car. But my manager has to approve the deal. He���s the one we have to convince.��� The way he said it made me feel like he was on our side.
The team concept didn���t last long. My dad grew impatient and got involved in the negotiations. We were close to a deal. But my father and the salesman were arguing over a last-minute price increase of $20.
I sat and watched them argue back and forth over a measly $20. Finally, I took out my wallet and laid a $20 bill on the table. I said, ���Here���s the $20 you're arguing over. Take it.���
I could tell by the look on my father���s face that he couldn���t believe what I just did. There was a brief silence. Then my father and the salesman started to laugh. The salesman gave me back my $20 and we quickly came to an agreement. I finally had a new car.
I needed a new car. I was living in San Diego and often driving to Los Angeles to visit family and friends. My 1966 Volkswagen Beetle couldn���t take too many more trips.
I asked my father if he wanted to come with me to look at new cars. My dad was a nice guy. But he could also be quick-tempered and impatient. Those aren���t good qualities when negotiating the price of a car.
We went to a Lincoln Mercury dealer and I saw the new Capri. It was bright yellow and sporty looking. I���d like to say it was my dream car, but it wasn���t. My dream car was a Fiat Spider, but it was out of my price range.
The salesman was new at selling cars. He didn't know much about the car I was interested in. He told us he spent most of his career selling clothes. But I could tell why the dealership hired him. He could sell you anything.
The salesman said, ���We have to work together as a team when negotiating a price for this car. You want to buy a car and I want to sell you a car. But my manager has to approve the deal. He���s the one we have to convince.��� The way he said it made me feel like he was on our side.
The team concept didn���t last long. My dad grew impatient and got involved in the negotiations. We were close to a deal. But my father and the salesman were arguing over a last-minute price increase of $20.
I sat and watched them argue back and forth over a measly $20. Finally, I took out my wallet and laid a $20 bill on the table. I said, ���Here���s the $20 you're arguing over. Take it.���
I could tell by the look on my father���s face that he couldn���t believe what I just did. There was a brief silence. Then my father and the salesman started to laugh. The salesman gave me back my $20 and we quickly came to an agreement. I finally had a new car.
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