Sales training ideas – A note on honesty when selling.

Okay, I finally reached the end of the car buying road today. Coincidentally, the salesperson I liked the most ended up having the best deal. Funny how that happens.

Now that all is done, it amazes me when I look back on everything I went through in the process. Just remember this, one of the most important sales training ideas: EVEN THE PERSON WITH THE LOWEST IQ ON THE PLANET  HAS A BUILT IN BS DETECTOR; when you don’t shoot people straight, they usually know it.

I heard statements such as, “This deal will be below my cost, we’re actually losing money on this deal.” And, “It will actually cost us more to get your car (trade-in) fixed, than it would cost you because we’re a big car dealership and they’ll take advantage of us.” That’s in addition to flat out lies such as when I had a deal on a car, then they came back and said “Hm, actually after looking over your car a “second time”, we have to give you $1,000 less.”

The point is: The guy who eventually sold me a car was on my side and he was honest. I knew he and the dealership were making money and he didn’t hide it. He pulled up all sorts of information on the web and educated me on what to look for and what I was getting. He is also the guy I had to call to tell I was buying the car somewhere else, before that deal fell through. I went back to him because he was kind, courteous, and respectful in defeat. He said, “If there’s ever anything I can do to help, call me.” From the moment I met him he was always professional, helpful, and treated me with respect, while being honest.

That’s the lesson for today: be straight forward and honest and have the customer’s best interest in mind, because if you don’t, the customer will know it and you won’t feel very good about yourself.