Secret Tricks of Car Salesmen

Car Talk: Without disclosing too many identifying characteristics, can you tell us a bit about your background in the new car business?

Deep Plaid: Well, I worked in Central Texas for twenty years, for General Motors, selling Chevrolet, Geo and Chrysler. I sold new and used cars, and then worked as an Assistant Service Manager.

In my last few years, I sold Pontiac, Buick and GMC cars and was a Service Writer and Customer Liaison. I retired the year before last.

Car Talk: How did you get into car sales?

Deep Plaid: I've sold all kinds of things. I've sold burial plots and markers, insurance, sporting goods, car stereos, CB radios during the 1970's... I was even a rep for K-Tel records. Remember them?

Car Talk: Englebert Humperdinck. How could we forget?

Deep Plaid: Sometimes a good memory isn't such a great thing, eh?

Car Talk: As a plaid-pants wearing sales guy, what was your top goal? Close the deal, at as high a price as possible?

Deep Plaid: No two car deals were ever alike. For the most part, I always tried to establish a great rapport and create a strong, honest long-term customer relationship.

Here's why. My goal was to get them back for their next car, too. And I wanted their brother, their sister, uncle, aunt and best friend as customers. You know how easy it is to sell a car to someone, when their mother just told them, "Oh, you should go see Frank"? Let me tell you, it's very easy. Referrals are the name of the game!

In other words, I want them to trust me for the long-term. That means more money down the road.