(This is a continuation of an allegory. New home sales professionals, those who respect them, those that lead them, and those who employ them may find similarities. The question is, which "dealership" is theirs?)
Dealership # 4
I probably shouldn’t admit it, but I was going to ignore this dealership. But it had a young man in front, who was energetically twirling a sign that asked: “What do you have in mind?”
I decided to pop in and see what that meant.
I was immediately greeted by a very happy young lady. She welcomed me to Maple Leaf Motors and told me she was Danielle. She asked my name and wrote it down in her book. She said that she was privileged to serve me and asked if she could take some notes to be certain that she did so.
Danielle asked if I knew anything about Canuck Motor Corporation, a joint venture of the Government of Canada and a South African industrial conglomerate. She advised that their vehicles were originally designed for high Arctic deployment by the Canadian Armed Forces. They were famous for handling difficult conditions and could withstand the terrain and the climate of the Rockies as well as towing military supplies across the Arctic tundra. The South African side of the company had incorporated the same attributes of its vehicles that were used in the hottest, driest deserts of sub-Saharan Africa.
These were now becoming available to the general public.
Danielle then asked me “What do you have in mind?” Almost exactly what the sign said.
I described the dogs, the size of their carriers, and the size-weight of our trailer.
She asked if it was important that one vehicle had proven itself in the Arctic Circle and on the deserts of Africa. Since this was less demanding than the Colorado, Arizona and California areas we went, the Canuck seemed like a good option.
She asked what else was important to me in selecting an SUV. I said that we’d need to seat another couple of people in front. “Dani” looked up from her notes and asked me how often. I thought about it and replied that really very infrequently, but that sometimes when we were camping, we’d take another couple to town for a restaurant meal. Answering her next question, I said that we brought the dogs to town with us.
She looked up with a curious smile.
“So, just that I have this right, you need an SUV? Because you need room at the very back for Prancer and Lee-Victoria? And room up front for another two adults? The vehicle needs to have plenty of towing capacity for summer and winter travel. Up and down the mountains, right?”
And who is the “we”, she asked. I told her my wife’s name was Patty.
She asked if Patty and I had a budget in mind and I told her what I had budgeted, and that I “was pre-qualified to the max” at another dealership whose name I didn’t know.
She then asked me a most curious question: “Are you sure you need an SUV?”
I stammered. She chuckled and replied:
“Dave, from what you have told me, you and Patty really need a safe reliable way to get up and down the mountains, summer and winter, correct?”
“And it has to be something where the carriers for Prancer and Lee Victoria fit in the back?”
“And your friends up front?”
“What if I had another solution for you and Patty?”
She went on to describe a Canuck crew cab. The back seats fold up and there is enough room resulting that the carriers can fit end to end so the dogs can face each other. The floor of that area is flat, so the dogs wouldn’t be leaning over for long periods. For trips when we take guests, the carriers can go in the pick-up bed to allow passengers in the cab area. When we head from the campground to town, the dogs can ride in the pick-up’s bed, and then we can move the carriers inside the crew cab while we are at dinner.
With a pick-up bed in the back, we could also bring more firewood to the camp area. We could use the truck for more “work” issues. It would be more economical due to the lower weight. And the original cost is less than an SUV.
I was delighted!!
Dani had listened to me. She WAS interested in what I had in mind. I had had a problem and thought of only one possible solution. She developed another by listening to me. She called me by name. She called my wife by name. She called my pets by name. She reiterated that she understood the safety and reliability I needed. That I had to have a vehicle for summer and winter.
Dani helped me select the right Canuck crew cab and took care of all the paperwork with me. In less than an hour, we had everything done.
Because I had arrived in the small car, Dani volunteered to follow home me in the little car as I drove the Canuck.
After we dropped the little car at the house, she helped me load up the dogs, and we took her back to Maple Leaf Motors. As we drove, she asked me again if I had had a good experience. When I said yes, she commented that it would be the biggest compliment to her if I had any referrals of friends who might be interested in a Canuck.
I said I would be happy to recommend her and Canuck. At this, she pulled out her notebook again and asked which of my friends she should contact first. I gave her some names but promised to send others her way whenever they asked me about my car, and my new car-buying experience.
(Next part will be posted tomorrow, Sunday Feb. 17)
Saturday, February 16, 2008
Friday, February 15, 2008
What do YOU have in mind? Part 3
Dealership #3
After I left Gavin, I was already getting tired, but here I was at the Auto Mall. I had spent the time to get here, so I might as well keep going, right?
So, I approached the dealership at the end of the cul de sac. It was very attractive and had one of those ramps in front where you could see the underside of “today’s special.” Today’s special wasn’t what I had in mind; it was a pick-up truck and I clearly needed an SUV.
But they had some SUV’s on display.
I went into the showroom and was quickly met by a very polished middle-aged man, dressed well and with only a hint of tobacco smell about him. Something must have been bothering him, since he seemed to be scowling throughout. It made me feel guilty for interrupting him on a bad day.
He introduced himself as Ricky, asked my name and used it throughout our brief encounter.
He asked if this was my first visit. (There must be a trade association requirement for this question.) I said yes, told him I was “prequalified to the max,” and asked if they had something in an SUV that I could use for “the girls.” He smiled, answered “absolutely” and asked how many girls and what were their names. I replied that there were two, Lee-Victoria, the baby and Prancer, her mother.
Ricky briefly grew a smile and commented that, with such an important decision as an SUV in mind, I should go get my wife and daughter and come back “as the entire buying committee.”
I started to explain that my wife was not interested in being involved, and that Prancer and Lee-Victoria were my DOGS. I don’t have a daughter. But Ricky had excused himself and was talking to a large family that had just come in.
Seeing he would be a while, I left.
This was becoming hard work. I needed a new SUV. I couldn’t keep driving the dogs like this. And, I needed the same SUV to be able to tow the trailer.
Hopefully someone would take me seriously.
Next installment on Saturday February 15.
After I left Gavin, I was already getting tired, but here I was at the Auto Mall. I had spent the time to get here, so I might as well keep going, right?
So, I approached the dealership at the end of the cul de sac. It was very attractive and had one of those ramps in front where you could see the underside of “today’s special.” Today’s special wasn’t what I had in mind; it was a pick-up truck and I clearly needed an SUV.
But they had some SUV’s on display.
I went into the showroom and was quickly met by a very polished middle-aged man, dressed well and with only a hint of tobacco smell about him. Something must have been bothering him, since he seemed to be scowling throughout. It made me feel guilty for interrupting him on a bad day.
He introduced himself as Ricky, asked my name and used it throughout our brief encounter.
He asked if this was my first visit. (There must be a trade association requirement for this question.) I said yes, told him I was “prequalified to the max,” and asked if they had something in an SUV that I could use for “the girls.” He smiled, answered “absolutely” and asked how many girls and what were their names. I replied that there were two, Lee-Victoria, the baby and Prancer, her mother.
Ricky briefly grew a smile and commented that, with such an important decision as an SUV in mind, I should go get my wife and daughter and come back “as the entire buying committee.”
I started to explain that my wife was not interested in being involved, and that Prancer and Lee-Victoria were my DOGS. I don’t have a daughter. But Ricky had excused himself and was talking to a large family that had just come in.
Seeing he would be a while, I left.
This was becoming hard work. I needed a new SUV. I couldn’t keep driving the dogs like this. And, I needed the same SUV to be able to tow the trailer.
Hopefully someone would take me seriously.
Next installment on Saturday February 15.
Thursday, February 14, 2008
What do YOU have in mind? Part 2
(This is the second part of an allegory that may prove useful to new home sales professionals and those who rely on them. Next installment on Friday 2/15.)
"WHAT DO YOU HAVE IN MIND?"
Dealership #2
Just down from Thunder Motors, I went into a dealership where the sign in front claimed that they could finance anybody. I wasn’t concerned about financing, but they also had a row of nice looking SUV’s that seemed to have room for the dogs. Many of them had trailer hitches, so, now as an astute shopper, I concluded that there were towing packages available.
I walked into the dealership and was greeted by a gentleman wearing a name tag. Bill introduced himself, asked my name and promptly forgot it. He called me Don a couple of times. He asked if this was my first visit to this dealership.
Anyway, he told me that the cars he had were some of the best financing deals this side of Rialto and that he should know. In the last four years, he had worked at eleven car dealerships. It might have been twelve except for that technicality of that domestic abuse thing. His anger management classes were scheduled in such a way as to make sure that a working guy couldn’t get a break any more, so he had been unemployed for two months. But, he said, it was just as well, because it was at a time when his daughter from a previous marriage had “come back home” since her no-good boyfriend had been sentenced to six years at Soledad and that he had left her and the kids without even the window to throw it out of. So, while he was between jobs, he converted the recreation room into a mini-suite with a separate entrance so they wouldn’t be as disruptive to his “socializing with the ladies, now that the wife had left him and all.” Bill mentioned he was pretty handy at renovations and such.
At a pause in this expose, I told Bill that I wanted a vehicle for my dogs, one that could tow a twenty-two foot trailer. Bill said that for a twenty-two footer, I would probably need a transmission cooler and that he couldn’t get one installed here at the dealership, but he’d refer me to his ex-brother-in-law who did “side jobs for cash.”
Bill then asked me if I had been prequalified to buy a vehicle, and what sort of “down-stroke” I had. I wasn’t really sure what he meant, so he introduced me (as “Don”) to Gavin, his lender. Gavin repeated that they had access to all the best car loan programs and that his job was to fit me into the program that exceeded (my) expectations. I didn’t know what that meant either. He asked me to fill in some paperwork, but not to worry. He could tell if someone was a deadbeat and that he wouldn’t run my credit if I wasn’t going to be able to buy.
I didn’t fill in every line, of course, but, when I was done, Gavin took a quick look, did a few things on the computer, and beamed. “You are good to go, Don!”
My paperwork said I was Dave.
He said I could tell Bill that I “was pre-qualified to the max.”
I left him at his desk, but never could find Bill again.
As I make these notes, I realize that I never got a card, the name of the dealership, or even the brand of vehicles they sell. I didn’t know their prices, if the dog carriers would fit or if the trucks had enough power to tow the trailer up to the mountain place.
But, I do remember that Gavin claimed I was “pre-qualified to the max.” I was happy that he didn’t think I was a deadbeat.
And, I know more about Bill than I care to, and I also know he wasn’t pushy, either.
"WHAT DO YOU HAVE IN MIND?"
Dealership #2
Just down from Thunder Motors, I went into a dealership where the sign in front claimed that they could finance anybody. I wasn’t concerned about financing, but they also had a row of nice looking SUV’s that seemed to have room for the dogs. Many of them had trailer hitches, so, now as an astute shopper, I concluded that there were towing packages available.
I walked into the dealership and was greeted by a gentleman wearing a name tag. Bill introduced himself, asked my name and promptly forgot it. He called me Don a couple of times. He asked if this was my first visit to this dealership.
Anyway, he told me that the cars he had were some of the best financing deals this side of Rialto and that he should know. In the last four years, he had worked at eleven car dealerships. It might have been twelve except for that technicality of that domestic abuse thing. His anger management classes were scheduled in such a way as to make sure that a working guy couldn’t get a break any more, so he had been unemployed for two months. But, he said, it was just as well, because it was at a time when his daughter from a previous marriage had “come back home” since her no-good boyfriend had been sentenced to six years at Soledad and that he had left her and the kids without even the window to throw it out of. So, while he was between jobs, he converted the recreation room into a mini-suite with a separate entrance so they wouldn’t be as disruptive to his “socializing with the ladies, now that the wife had left him and all.” Bill mentioned he was pretty handy at renovations and such.
At a pause in this expose, I told Bill that I wanted a vehicle for my dogs, one that could tow a twenty-two foot trailer. Bill said that for a twenty-two footer, I would probably need a transmission cooler and that he couldn’t get one installed here at the dealership, but he’d refer me to his ex-brother-in-law who did “side jobs for cash.”
Bill then asked me if I had been prequalified to buy a vehicle, and what sort of “down-stroke” I had. I wasn’t really sure what he meant, so he introduced me (as “Don”) to Gavin, his lender. Gavin repeated that they had access to all the best car loan programs and that his job was to fit me into the program that exceeded (my) expectations. I didn’t know what that meant either. He asked me to fill in some paperwork, but not to worry. He could tell if someone was a deadbeat and that he wouldn’t run my credit if I wasn’t going to be able to buy.
I didn’t fill in every line, of course, but, when I was done, Gavin took a quick look, did a few things on the computer, and beamed. “You are good to go, Don!”
My paperwork said I was Dave.
He said I could tell Bill that I “was pre-qualified to the max.”
I left him at his desk, but never could find Bill again.
As I make these notes, I realize that I never got a card, the name of the dealership, or even the brand of vehicles they sell. I didn’t know their prices, if the dog carriers would fit or if the trucks had enough power to tow the trailer up to the mountain place.
But, I do remember that Gavin claimed I was “pre-qualified to the max.” I was happy that he didn’t think I was a deadbeat.
And, I know more about Bill than I care to, and I also know he wasn’t pushy, either.
Tuesday, February 12, 2008
What do YOU have in mind?
(This is the first in a multi-part allegory. It is driven by experiences we have seen too often at our sales offices. )
What Do YOU Have in Mind?
--A HARD Allegory
David “HARD” Harding, CMP
HARDintelligence.com
I recently decided to look for a new truck. It was just not working out well to take the dogs in the “business car.” And, I needed something powerful to tow the camper-trailer as we went to the mountains or to the lake. I really thought about a four-wheel drive. I really only needed seating for two people, although four would be fine. But, I needed room for two portable dog kennels and a drive train that would get me back and forth without worry.
I talked to many friends and they told me that this was a terrible time to buy. Gas prices were at all time highs. Gas-guzzlers would be worth much less tomorrow and even less next week. What was I thinking????
I was thinking that I had outgrown my existing vehicles. I may be about to make a decision that my expert friends would criticize and, maybe even, laugh about.
But they didn’t have to put up with Prancer and Lee-Victoria, my Basset Hounds crowded into the small car, doubled up in a single dog carrier, and even then leaning at an angle in the back seat. To me, this was a daily imposition and a compromise to my life that I needed to remedy. I could either change my life, get rid of the dogs, or not take them with me, or come up with another equally-unacceptable solution.
I was on a mission, so off to the auto dealerships. I have never had a bad experience buying a car, but what a pain this was likely to be!
Dealership #1.
I parked at the curb, so no one could see what I was driving. No need to let them think I could afford too much, right? I brought my measuring tape to check whether the kennels would fit into the back of any vehicle I might be considering.
I walked onto the lot, right into the showroom. A very nice lady motioned that she’d be off the phone shortly, and, sure enough, she was. She was obviously very interested in me as a person.
She inquired how I was.
Since she seemed so nice, I decided to tell her. I shared my issues of incontinence and how I was afraid it would get worse. And, since she was so nice, not some pushy salesperson, and didn’t interrupt me at all, I felt obligated to disclose that the twitch in my eye had sometimes resulted in people thinking I was coming on to them. After that, she still showed that she was not going to try and make me buy something unless I wanted to.
She asked if this was my first visit to Thunder Motors. I don’t know why she asked, but I told her it was.
I keep saying “she” because I never got her name. She also refused to be one of those obnoxious “salespeople” and get my name so she would have some control over me.
She told me that they had some great incentives and that I would love the vehicles. If I bought that day, I would get a lease that would be for 25,000 miles per year rather than the normal 12-15,000. She invited me to look around the showroom. She also waved her arm toward the lot and pretty much invited me to look around for anything that suited my fancy, saying that Thunder Motors prided themselves on their service and would not be undersold.
Then, she said she needed to call back someone who had been in recently and tell them about the new incentives.
As she dropped back to her desk and picked up the phone, I wandered around a bit, then left. This wasn’t so bad at all. No pressure whatsoever. And a very nice lady interested in me as a person, not just as a commission. I will never forget how she smiled throughout.
(Next installment on Thursday, Feb. 14)
What Do YOU Have in Mind?
--A HARD Allegory
David “HARD” Harding, CMP
HARDintelligence.com
I recently decided to look for a new truck. It was just not working out well to take the dogs in the “business car.” And, I needed something powerful to tow the camper-trailer as we went to the mountains or to the lake. I really thought about a four-wheel drive. I really only needed seating for two people, although four would be fine. But, I needed room for two portable dog kennels and a drive train that would get me back and forth without worry.
I talked to many friends and they told me that this was a terrible time to buy. Gas prices were at all time highs. Gas-guzzlers would be worth much less tomorrow and even less next week. What was I thinking????
I was thinking that I had outgrown my existing vehicles. I may be about to make a decision that my expert friends would criticize and, maybe even, laugh about.
But they didn’t have to put up with Prancer and Lee-Victoria, my Basset Hounds crowded into the small car, doubled up in a single dog carrier, and even then leaning at an angle in the back seat. To me, this was a daily imposition and a compromise to my life that I needed to remedy. I could either change my life, get rid of the dogs, or not take them with me, or come up with another equally-unacceptable solution.
I was on a mission, so off to the auto dealerships. I have never had a bad experience buying a car, but what a pain this was likely to be!
Dealership #1.
I parked at the curb, so no one could see what I was driving. No need to let them think I could afford too much, right? I brought my measuring tape to check whether the kennels would fit into the back of any vehicle I might be considering.
I walked onto the lot, right into the showroom. A very nice lady motioned that she’d be off the phone shortly, and, sure enough, she was. She was obviously very interested in me as a person.
She inquired how I was.
Since she seemed so nice, I decided to tell her. I shared my issues of incontinence and how I was afraid it would get worse. And, since she was so nice, not some pushy salesperson, and didn’t interrupt me at all, I felt obligated to disclose that the twitch in my eye had sometimes resulted in people thinking I was coming on to them. After that, she still showed that she was not going to try and make me buy something unless I wanted to.
She asked if this was my first visit to Thunder Motors. I don’t know why she asked, but I told her it was.
I keep saying “she” because I never got her name. She also refused to be one of those obnoxious “salespeople” and get my name so she would have some control over me.
She told me that they had some great incentives and that I would love the vehicles. If I bought that day, I would get a lease that would be for 25,000 miles per year rather than the normal 12-15,000. She invited me to look around the showroom. She also waved her arm toward the lot and pretty much invited me to look around for anything that suited my fancy, saying that Thunder Motors prided themselves on their service and would not be undersold.
Then, she said she needed to call back someone who had been in recently and tell them about the new incentives.
As she dropped back to her desk and picked up the phone, I wandered around a bit, then left. This wasn’t so bad at all. No pressure whatsoever. And a very nice lady interested in me as a person, not just as a commission. I will never forget how she smiled throughout.
(Next installment on Thursday, Feb. 14)
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