When Sales Forgets to Sell (or Why I Still Don't Have a Car)

Last week we talked about my journey to purchase a new vehicle.  Here’s the continuing saga.

A salesperson from a dealership responded to my email.  Finally! Let’s call him Bob. Bob responded quickly, and suggested a possible vehicle.  I replied back, told him I’d like to learn more, and we set up a time for me to come to the dealership and chat.

I was feeling pretty good about it.  Someone had finally responded. That first part of the sale had begun - acknowledgement.  

I arrived at my appointment time, checked in, and someone went to get Bob while I made myself a cup of coffee.  A few minutes later Bob approached me and introduced himself. I put out my hand for a shake. (Shaken!)

Bob apologized to me, stating that something came up and he wouldn’t be able to talk with me, however, he had brought over “Jerry” who, Bob explained, had been there as long as he had, and knew everything, etc. etc.

I said hello, extended my hand out for a shake, but Jerry was already off and running back to his desk.  (Unshaken!!)

We sit, and Jerry tells me Bob gave him my info, and asked me what I was looking for.  I explained it again. He clicked a lot on his computer, printed up two pieces of paper with two different vehicles that I had mentioned, and said I couldn’t get the deal I wanted (hinged on a monthly payment amount I was setting a limit at).

And that was it.  I sat there for a moment, and then said, “Well, I guess I’ll keep looking.”

I left.  Angry. Frustrated.  No - angry.

Look, I cannot stand pushy sales tactics.  I have walked out of stores because of it and have never returned.  But - isn’t your job to SELL to me?

Let’s break down things that went wrong.  

At NO time did Jerry take me to look at any of the vehicles I was interested in.  Show me the product. Get me more interested in it.

At NO time did Jerry provide other vehicle suggestions.  “I know you’ve been looking at X, but have you considered Y.  It can meet your requirements and still get you the price point you want to be at.”  Maybe there are options I don’t know about.

At NO time did Jerry put in any effort to try to get me into the vehicle I wanted.  He didn’t show me how different down payments would change the monthly payment. He didn’t talk to me about the different vehicle packages and how, if I went to a different package and maybe added an extra thousand for the down payment, I could be close to the monthly payment I want.  Show me the different ways I can potentially get the vehicle I want.

The whole “sales conversation” took about 15 minutes.  And most of it was Jerry typing things into a computer.

No one wants to have a sales pitch shoved down his throat, but I think everyone wants to be offered all possible information and options.  Had Jerry actually been a proper salesman, I might have walked out of there with a new vehicle.

But, I didn’t.  I’m still searching - now more for the right salesperson than the right vehicle.