How To Handle Car Dealer
Dealers are smart, since they know that their job is to sell cars. They will do every thing that they can to convince the buyer. Most dealers are honest about their business, and there is nothing wrong in convincing a buyer to buy their product. However, in their own interest, buyers should go fully prepared for the car deal.
As mentioned above, the dealer’s job is to sell a car. So, this salesperson is trained to do just that. You can expect salespersons to try and do a bit extra to convince you or bear pressure on you to clinch the deal on day one itself. Be prepared to handle the situation and be patient towards the over-eager salesperson. After all, a salesperson is doing a job; you do yours by not giving in to his tactics.
Do not buy a car on impulse or under the influence of the dealer or his staff. You may have to visit a number of dealers to get first-hand information on different car brands and models. Do not miss an opportunity to test drive cars. You will be able to understand the car better, if you handle it personally. No matter what their brochures say, it is only through a test drive that you will experience first hand the car’s handling, comfort and safety features.
Studies show that most car buyers feel uncomfortable visiting a car showroom. Most of their fears are related to handling dealers and salespersons. They would not like to be ‘convinced’ into buying a car they did not intend buying. That is the reason car buyers should go prepared.
Car manufacturers, understanding the apprehensions of the buyer, are making all out efforts to make car buying a nice experience. Consumer relations are now one of the priority issues with car manufacturers. They recognize that word of mouth publicity is a force to reckon with, and providing with the best possible service to the customers will help them get more business. After all today’s car buying market is a buyer’s market.
Dealers are trained and issued guidelines on customer relations. However, you may find variations in the manner you are treated at different dealerships, depending ultimately on the individual approach of the dealer and his salespersons. You can make out from the behavior of the staff how a dealer approaches his business. If he is the type interested in making a fast deal and maximize his profits, the salespersons will go all out to convince you into making a quick decision to buy. A dealer interested in developing good customer relationship will approach you with more patience, giving you ample time to make your decision.
Your preparedness will determine how you want to be treated. If you come well prepared, you cannot be pushed around by the salesperson. If you feel that you are unnecessarily being pushed into buying something you are not sure about, you can politely tell the salesperson not to try and rush you into the deal. Do not allow yourself to be treated so, since there are any numbers of dealers you can approach.
Dealership Reputation Matters
When you are determining the car brand that you may ultimately purchase, make simultaneous efforts to select a dealer who is good in the trade. After all reputation matters in this field, and your relationship is not limited to buying the car from the dealership. You will be required to service your vehicle from the same dealer, and should a problem arise, dealers are known to entertain customers better who have purchased the vehicle from them.
It is therefore in your interest to choose a good dealer to continue receiving good service for your car. Moreover, the nearer the dealer from your home or office, the better it is from the viewpoint of convenience. Having purchased your vehicle from a faraway dealer, and servicing it from a dealer nearer home can always put you at a disadvantage. Dealers normally set priorities for their own customers. You might be deprived of special offers on that account.
What, you may ask, should you be looking for in a dealership. Everyone likes to be treated politely, and with respect. You, of course, would be looking forward to meeting salespersons and staff who are courteous in their manner. A well-organized unit is what you will be expecting. Any signs of chaos should be a fore warning for you that all is not well with the dealership. Be sure that the dealer has a large variety of vehicles so that making a pick gets easier.
You can always ask for a copy of the Customer Satisfaction Index (CSI). The CSI will determine how the customers rate the dealer’s services, both pre and after sales. You will have a fair idea about the services after going through the CSI. However, you can also form your own judgment from the way your are treated at the showroom. You may also check up with the service department and go through the CSI maintained there. Carry a check on the number of staff deployed at the service center. This may give you a fair indication of how good the after sales service will be. An adequate, efficient and well-organized staff force is a good sign. Make sure that the technicians are ASE certified, and have received updated training from the manufacturers.
JD Power is a customer research organization that specializes in customer satisfaction surveys. They send questionnaires to thousands of new vehicle buyers every year, including questions on their experience of buying. The reports rank vehicles and dealerships on satisfaction levels of the vehicle, dealership, sales experience, financing, leasing, staff, and service department. Dealerships related to the same manufacturer may be ranked differently, depending on the various aspects of their service.
