It is widely accepted that people like to buy, but they do not like to be sold.  Do you like to be sold. Or do you also like to BUY STUFF?

That can be a bit of a challenge for an automotive salesperson because let’s face it- that’s their job!

Need proof the US consumers like to BUY stuff:

• Average credit card debt per household with credit card debt: $15,799
• 609.8 million credit cards held by U.S. consumers. (Source: "The Survey of Consumer Payment Choice," Federal Reserve Bank of Boston, January 2010)
• Average number of credit cards held by cardholders: 3.5, as of yearend 2008 (Source: "The Survey of Consumer Payment Choice," Federal Reserve Bank of Boston, January 2010)
• Average APR on new credit card offer: 14.89 percent (Source: CreditCards.com Weekly Rate Report, July 20, 2011.)
• Average APR on credit card with a balance on it: 13.10 percent, as of May 2011 (Source: Federal Reserve's G.19 report on consumer credit, released July 2011)
• Total U.S. revolving debt (98 percent of which is made up of credit card debt): $793.1 billion, as of May 2011 (Source: Federal Reserve's G.19 report on consumer credit, released July 2011)
• Total U.S. consumer debt: $2.43 trillion, as of May 2011 (Source: Federal Reserve's G.19 report on consumer credit, released July 2011)

They buy stuff they WANT not what the NEED:

More proof ask yourself the following questions:

• Did the client NEED the 60” High Definition Plamsa TV, plus the $200+ cable bill and HDDVR @ 14.95/mo that comes with it?
• Did the client NEED the iphone and or ipad with the monthly service of $100/mo
• Did the client NEED to buy all those gifts over the holiday season.
• Wouldn’t a $5000-$10000 used car get them to and from work, the same way the 50K-100K Mercedes BMW or Lexus would?

If we SELL THEM the common denominator is then PRICE, INVOICE, or worse yet NET/NET.  If you don’t let them buy a value proposition then we all lose.  Make sense?  They like to buy, give them enough compelling reasons to do so.  So the question becomes, how can you give a customer a compelling reason to do business without being pushy or forceful? Treat them the way you would your mother or second grade nun.  Fill the need, which means you have to sit them down and ask question needs and wants based questions first, RIGHT!