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Part 2 The Negotiation.MIKE GAMBLE
Dependant on how this part of the process is approached it can
be a stress free or stressfull experience.
All Media I've read on the subject recomend an adversarial role
between you the customer and them the sales proffessional. The
objective of course is to have a fair and equitable deal for all
is it not?
Some recomend that the customer should give nothing away ( in
the way of information which may put them in a weak negotiating
position ) In all successfull negotiation there should be no
WINNER, only both parties agreeing to mediate their position in
order to find common agreement.
With this in mind and drawing from experience I would recommend
a personable and pleasant commencement of proceedings bearing in
mind at this point you have already done your homework as
suggested in part 1 and are in a position to at least know the
vehicle you would like to buy and how much you are prepared to
pay (as a fair price).
Lets assume that you have arrived at the garage where the car
that you are interested in is situated. You park and wander over
to the vehicle of your choice, a Ford Fiesta on this occasion,
its the right age and mileage for you, the right colour and the
price is within £300 of the Parkers recommended value. You are
approached by the salesperson who introduces themself with,
"What can I do for you, my name is Peter"
What do you do?
I've seen customers respond in many different ways, some of
which I've listed below
1. Ignore him and continue your inspection of the car (happens
alot does nothing towards building a relationship with a person
you may have to spend some time with in order to purchase the
car and although you've given nothing away creates an atmosphere
of dislike and awkwardness.)
2. Say "Nothing thanks just looking" Again this response creates
an adversarial atmosphere and hard work on both parts will be
required in order to regain even status.
3. Whats wrong with "Yeah Hi my name is Mr Graeme Smith I've
come here to see this car and would like you to tell me
something of its history" Not only is this a normal response but
relaxes both parties and allows for a more laid back approach
during the coming negotiation.
In my experience the customers who adopt this approach generally
get the best deal rather than those who are extremely hard and
un co-operative.
This is a small taster of more to come, look out for part 3
Agreeing a deal.
About the author:
OWNER PROPRIETOR VENDESI AUTOTRADER USEDCARS
http://www.vendesi-autotrader-usedcars.co.uk
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