Handling a Very Difficult Customer - Professionally without Confrontation!!
HTML-код
- Опубликовано: 21 окт 2024
- Automotive sales training, car sales training, selling cars, automotive sales people, automotive selling tips, Steve Richards, MotorTrend Certified, Used Car Sales, new car sales, sales training, objection handling, closing skills, helping customers buy cars, EasyCare, APCO, best value guarantee, 72 hour exchange program, advance car sales skills
Market adjustment biggest scam in the world it's just free money to the dealership
Oh well go build your own dealership
I'm no friend of the dealer, but in those times it was just a commercial reality. Manufacturers were paying more to build and ship the vehicles, dealers were getting less incentives for selling the vehicles because selling was easy... the adjustment, just a price increase by another name, was an inevitability.
Smart comment.
The market determines the price hence market based pricing.
A price adjustment from market based pricing means the dealership is discounting the car in relation to the market based price.
The amount of adjustment is dependent on the dealership, it's not a scam.
If you think dealerships are really making crazy money on individual cars these days you're foolish.
The most powerful action you can take as a buyer: say "no" and walk away. It's really easy to do. Try it!
But then you go to the next dealership and the process starts all over again...then what?
@@DesertDweller1 Like most people, you probably have more time than money. So, you learn about the "game" each time you play it and therefore get better at it. We bought our last car entirely via the internet. Knowing exactly what you will buy puts you way ahead of the stealership. Yes, we went through four of them before we found a salesman who was good and did his job by assisting us rather than ignoring what we wanted. I had stated to all of them, at first contact specifically what we were in the market for and would not tolerate games. Four of them learned the hard way. You must be willing to walk away when they don't listen. Best of luck to you!
@@Jenda-ld8dj 2022 was a sellers market. If you walked away, then you would have to go back into a several month queue elsewhere.
Exactly.
The guy in the back is a dreamer.
California dreamin
Love the guy sleeping in the back
He's been on a 3 day meth binge! He needed some rest
He's NOT sleeping...
Why is it that when a buyer stands up for himself and tries to get the best price he can he is "Difficult", but when a dealer refuses to budge on the price he is not?
if you are not happy with the deal wait it out. Nobody needs a car so bad that they can't take a few days to show the dealer you are serious
Steve is a sheister.
People underestimate the power of walking out. Once I understood this buying a car lost all pressure, if the salesman doesnt present numbers I like I stand up and leave.
@@raccoon874 J. Steve Richards is going a great job!
@@905JimRaynor No he's not - he is a bumbling idiot.
This customer isn't difficult, he's asking the right questions. Just because dealers all got greedy and added "market adjustments" doesn't make it ethical. U R shady
Wrong. My reasoning is solid and honest. It is basic economics. Thank you for watching and commenting.
i would ask the dealer if they had to pay a $2995 market adjust on top of invoice. The answer is no. The dealership pays invoice for the car just like they always have. The dealer is just making the market adjustment as additional profit. I know that the vehicles are bringing over MSRP in many cases. This is all profit for the dealership. The dealership does NOT pay a market adjustment to the manufacturer.
Invoice prices actually have gone up..
The biggest and most successful dealer in Greater Vancouver never diddles a new dealer sticker on their cars. Dueck show the MSRP FACTORY sticker. Nobody is more trustworthy than they are. To owner Moray Keith: You owe me one Canucks game in your skybox, lol. He himself said, 'and we will never deviate from that'
I will not deal with such a one. It is misleading and dishonest
the average msrp has increased between 20-50 % between brands.
Invoice has also risen 15-30 % in the past few years.
Everyone pays more for everything, why should vehicles be excluded from inflation when groceries,electronics, fuel, etc have steadily increased and continue to do so?
Vehicles have increased at a substantially faster rate than other items. Buyers have realized this and car sales have fallen. Not as bad as some would have you believe but they have fallen quite a bit.
The proper response if you're the customer : "Well Steve, it seems that's indeed at least possible to buy a car at MSRP without additional markup. Per your numbers about 12% of buyers do not. My overall takeaway from this is that, I'm at the wrong dealership, why would I pay any markup at all when it's apparently possible to not do so? Thank you for your time, but unless the markup can be removed entirely, I don't think this deal interests me at all., I'm going to need the keys to my trade back now, thanks."
exactly, how is short supply the customers problem? XD
Love it. The quicker the customer gets up and leave the better.
NEXT! ❤❤
Yup
@@faisonfaison679No! No next, sell every customer or find a job @ McDonalds
LOL. You know nothing about economics.
So you want to charge me $3k over sticker and still pack the vehicle full of useless added crap? Shame on you.
Thank you for watching and commenting.
I bought a new car last Saturday. Similar story and I said there is 2 option you are talking marketing adjustment off or I am going out. Seller said he can't do that so I walk out. He cach me in parking lot and said ok I will go to talk to my manager and maby we can do something, I said ok but now you need to discount it 500 or I will walk again. Funy enough I manage to buy it without marketing adjustment and 500 discount. All you need to do guys is be ready to walk out and they will fight for your business.
I dont believe that at all. They would have been perfectly content selling to the next guy.
Nice! lol
Sometimes. Thank you for watching and commenting.
As soon as I hear "market adjustment" Im out the door. Its a money grab by the dealership. The car is worth MSRP , never a penny more. They tried to do that to me on a Ford Bronco because production was so slow during Covid. I said Im not paying even 5 cents over sticker. Needless to say I got it for sticker.
Nobody has to buy. Thank you for watching and commenting.
Love Kevin Hunter, The Homework Guy to learn how to counter act this crap. I used his program numerous times, been kicked out of 2 dealerships and always asked how long I’ve worked in the business. The best response I’ve ever got before asking to leave was “We’re not prepared to deal with a customer like you today” 😂
They kicked you out 😂
And you're bragging about being an a-hole? How sad and pitiful.
@@SteveRichardsredzonestudents Next time I buy a car, will you come sell it to me? We can film the entire experience.
@@KraftyKraftchakGood by me.
@@SteveRichardsredzonestudents I’ll let you know. I’ll be in the market next year about this time
What a bunch of total garbage. I sure hope customers aren't dumb enough for the crook's line of nonsense. This customer should've walked out of this transaction, and he definitely shouldn't have let the salesman just keep talking for 15 minutes. Tshut the salesman down and take control. And, a car is a depreciating asset, not a savings account. To tell am unsuspecting customer something like that is almost fraud. Shameful.
Are these videos about exposing sales grift, training people in it, or both? Strange dichotomy.
Beware of the snake oil salesman..🐍
Thank you for watching and commenting.
The dude sleeping in the back is their best salesman.
Even with reduced inventory, dealers are making more money right now than they ever did.
Ik i got out the game at the wrong time. Lmbo
@@faisonfaison679 LOL. Yep.
Not any more. Thank you for watching and commenting.
This guy makes the car buying process seem like a scam...
Because it is.
Na it's a process like everything else....
@@bhggoilable😂He loves buyers like you
A lot of dealers have been completely forgetting the art of the sale due to the situation. The service I got from a Hyundai dealership near me was downright disrespectful. The sales person talked about how he “knows that people are suffering but he hopes that Covid lasts for a long time because of all the money he’s making”. The new car sales manager struggled to get me a purchase agreement with the cap cost, MF and the rest on paper without taking a credit app in. That dealership was selling everything for $6k over. Took some looking but i snagged a venza for MSRP with no addendums instead and with nothing on trade 🙂. And at a dealership where the service is awesome and the art of the sale was very much alive!
They better enjoy it while they can. It's not going to last forever.
What state?
It was only alive cause it favored you. Dealerships and customers both can be challenging period.
Buying a car is so dreadful dealing with these type of salesman
Thank you for watching and commenting.
A good deal is a good deal, regardless of it being the “right” car. The $2,995.00 is pure profit. Just say it. It’s not a discount based on one BS article from Edmunds.
You don't understand market based pricing and supply and demand.
The "market" says we can overcharge msrp so we will add on fees on top of msrp because people will pay it. If people would stop buying, the "market" would suggest otherwise.
@@zjones9876 I understand people are ignorant paying over MSRP on cars, and inflated housing prices. These are the same people that lost their asses in the last market collapse.
@@Coldpack13 Agreed but the fact remains if you need a vehicle you are going to pay the market based price for one or you don't get one.
@@lrmgrl Yes if the demand went down the price would go down, again basic supply and demand. But anybody selling anything would be a fool not to charge what people will pay. This is true for any product.
The 3k price increase is actually a discount. Even the guy in the back couldn’t keep a straight face.
the guy in the back is having trouble staying awake
He's coming down from a 3 day meth bender
Absolutely hilarious.
@@robmyckatyn he ran out of cocaine
@@JohnnyDouchbag-nr5yf ahhh cocaine...the prefered stimulant of car sales people
It also puts an extra $500 in Steve's pocket. Not to knock you, Steve, but this is a game dealers try to play, and it sucks
The one thing they hate to do is just shoot straight with you. Always have to try to chizzle you for an extra fee and etc. Just try to tell the truth for once. in the greater Vancouver area, there are about 5 dealers who don't play games. The FACTORY sticker with the real MSRP stays on the window, so you know what you are going to negotiate from. They are also the most successful, and sell the most cars. One is 'Dueck on Marine'. .. and their staff stays with them for decades
First-Class Sleaze-Ball.
Thank you for watching and commenting.
Sleeze ball.
@@rctestchannel-xi9gg My, my. You have anger management issues. Get som help.
You are beyond help. Manipulating people to purchase vehicles they probably can’t afford while you line your pockets in the aftermath.
@@rctestchannel-xi9gg You have no idea what you’re talking about. Your comment is both inane and ignorant. But, thanks for watching and commenting.
The last Stealership that pulled this crap on me got reported to the FTC and fined big bucks.... Sure Steve we all have to pay that....
The legend man id love to work for Steve might move down there to give your sales people a run for their money lol
Nobody is buying a car or anything else from a dude that can't even SPELL his first name! LOL
You're ASPIRING to be as big a slimeball as this guy?
So answer me this - whether you believe the market adjustment was right or wrong - the fact is most, if not all dealerships experienced inventory shortages, were affected by chip shortages and supply chain issues. Even through all of that, there were dealerships that did not charge any market adjustments. Period. Didn't matter what vehicle it was. You still paid MSRP essentially, but there was no market adjustment on top of that. So if times were so bad, why didn't all dealerships do it? (I know the answer - but would love your thoughts.)
All stores have different moral compasses. Good question. Thank you for watching.
Market adjustment makes the car worth not a cent more. You just eat it.
“Past performance does not guarantee future returns” -every financial advisor ever.
Implying that past appreciation implies even lower depreciation in the future is bullshit. And we’re beginning to see that now in 2024
Market adjustment is BS.... thus im still driving my rides ive had for several years..... im NOT paying no BS mark ups
Good for you.
Steve needs to make an attitude adjustment, not a price adjustment.
Not paying no mark up ⬆️ but Steve is telling the truth
Cool.
Well done Steve. Sounds like you had to give a couple harder pushes, but it’s interesting to see how that tension doesn’t feel close to turning into a conflict.
market adjustment is due to the gap in the supply/purchase chain
its real wasy we all step back from buying cars and soon there will be a surplus. thats when the buyer gets the hammer
unfortunately humans are too stupid to understand this
Sorry but I would be gone and know that this guy is blowing smoke up my rear end.
The process is fast and fun as long as I am willing to be a lay down.
Yes
No $hit.....they love it when you "understand" their "reasoning". I never paid any ADM and have bought 5 vehicles through pandemic till now. $7,000 to $10,000 ADM on a Maverick? Oh hell no. Additionally, I'm trying to work a deal on a 2023 Gladiator as we speak - dealer shot me an email saying I "need to act fast" as these vehicles are in "high demand" due to "national shortages". REALLY? Then why is Jeep offering 15% off MSRP? Because Stellantis got GREEDY and raised MSRP by at least 15% over past two years. Now the market is flooded with them. Hoping to buy one for what it's (somewhat) WORTH now. This crap is ludicrous
Wrong, just don't be an a-hole.
Steve, Every time I watch one of your videos I love my 2007 Malibu more.
LOL! Keep it.
Why don’t dealers simply adjust MSRP upwards to reflect current market?
It's the manufacturer (Ford, for example) that establishes the MSRP, and produces the Moroney Label (Sticker). In many cases, the manufacturer is angry with the dealers for the market adjustments, as they view it damaging to the brand. Mustang Mach-e weren't getting on the road due to dealers refusing test drives and adding a large market adjustment, angering Ford, who wanted them out in the wild.
Too much talking. Not enough listening. …IRL ‘ not a fan of the hard sell fast talk, cut the bull or I want another salesperson…or walking…your choice’
Hi Steve! I watch Kevin Hunter The Homework Guy’s channel! I’d be saying to you, the only thing I’m paying for is Title, Tax, License, Documentation Fees, no more than $75.00! I would want a written statement with the out the door price before I would tell the finance officer how I would pay for the vehicle! I would never tell you how I plan on paying for the vehicle!
I'd be saying good-bye.
I’d go to another dealership.
Thanks for watching and taking the time to comment.
I would never negotiate any deal with you!
There is no justification to overpay nowadays. These salesmen are going to be hurting now that the market is adjusting and nobody buys anymore.
Nonsense. People aren't going to stop buying vehicles until the transporter from Star Trek is invented. Concert tickets? Vacations? Sure, those you don't need. But people need vehicles or they are socially and economically handicapped unless you live somewhere with good enough public transportation.
They will still buy cars. Just cheaper ones that don't have inflated fees added on
@@lrmgrl Yes buying an inferior vehicle like a Mitsubishi Mirage is an option. Those don't have markups because they are cars people only buy if they have to.
@@zjones9876 exactly
When a car salesman starts talking about your investment you should hit the door.
A car is a depreciating asset. If you had a financial advisor who told you to buy new cars as an investment, you would fire him.
Not all investments appreciate. The customer is investing in transportation. Are you out of high school yet?
Yep, thinks have changed, I wouldn't set through that mental exercise or pay a market adjustment ever!
Great interaction and demo.
No one can predict the future in one breath and in the other he asks the customer what he thinks the vehicle will be worth in 5 yrs 🤣. The dude sleeping in the back knows it's all BS....People are catching on. May was a low month on sales. Car manufacturers better step up to the plate and start making more cars or they are going to be between a rock and a hard place. It's not the customer's fault you have limited inventory and we are tired of the bs. Stop paying over msrp for cars and dealers will have no choice but to go back to reasonable pricing.
Nobody is saying it's the customer's "fault" so I don't know why you would say that. But supply and demand is still supple any demand. When supply goes down and demand remains the same or goes up, the price goes up. This is true for literally everything.
@@zjones9876 I say customers fault because customers are having to pay more. But if people stop paying these ridiculous new car prices, demand will go down and so will prices. 850 a month payment? No thanks.
love the CAR MATH HAHAHAHA
Word Tracks and Market Adjustment equals HARD NO.
Paint protection? How many cars on your lot have paint protection on them? Funny how you NEED paint protection when you buy it but it's been sitting on their lot without it for months.
Dude in back is sleepin…
$38,000 MSRP on a chevvy, the dealer wholesale is a tad over $30,000. MSRP is what I will deal from, or I walk with out saying goodbye.. and I m happy to go 10% over W/Sale, which gives you a decent gross, unless $3500 is too light
Completely WRONG, an ignorant comment.
@@SteveRichardsredzonestudents how so? i am not just a math mjfor, but also a decent accuntant.. AND have car biz experience. So how is this 'ignorant?' What never fails to amaze me is that Car people think we are so stupid
@@SteveRichardsredzonestudents ROFL my typo. Edited to 10% over w/s
My figures are 'for example' with the ratios being constant
I wonder how many people saw this because they were looking for Stevie Richards the wrestler lol XD
If the customer has so many concerns, is it possible the cars not right from them?
Correct.
0:16 - Notice the guy upper left that is ASLEEP? Dude got fired the second Richards played this video for his Manager just after this meeting. LOL
Justifiable.
I'd be laughing at this guy....all the way back to my car and looking for a car somewhere else. 😂😂 Such bs
No, you wouldn't I'm quite charming.
@@SteveRichardsredzonestudents I'm sure you are, we'd probably be laughing together. What advice do you give your family,... your children before they purchase a car? Surely, you don't try to get them to buy into this BS. That would be horrible.
LMAO… Market Adjustments are to pad the dealer pockets and screw the customer over. Plenty of dealers elsewhere that don’t do this shady practice.
If your dealer of choice does any of these techniques, walk away.
Why do ppl negotiate at the dealership is beyond me.
Exactly, the MSRP is a fair price.
Cracks me up ... were charging more but we didn't pay more on invoice for it to the MFG . Had a slickster like this this guy the other week telling me they had no choice but to sell me a 4runner for over sticker. The next dealer sold me one 1000 below invoice.
So basicly you robbed them. Below invoice means Loss.
@faisonfaison679 no it does not . They made some money on doc fee and dealer holdback.
Liar.
I like the sales pitch, but I would have already left. Just me
Guy falling asleep in the background. LMFAO. These waaay out of date sales techniques will only work on the very weak and stupid. Most of us would cut this guy off after about a minute and say "lets get to the bottom line or I walk". Don't ever trade in a car. This conversation shouldn't even take place. Trades are where dealers make a lot of money. Sell your own car.
That said.....regarding things like market adjustment etc. Car dealerships are businesses.....and their goal is to make as much as possible on each car deal. ALL companies want to maximize profits. They have that right. And YOU have the right to refuse to purchase. It's not up to dealers to give you a great deal. Its up to you to get yourself a great deal. If you are at Nordstoms and you think a jacket price is too high what do you do? You put it back on the rack and walk out. You have the same power at car dealers.....if you don't like the terms say no and walk.
dont hate the player, hate the game.
and the game is just as dishonest as it is ridiculous. only good thing elon musk ever did with tesla, was move away from a dealership model.
Still using the microchip scam?
A professional scammer
8:23 getting a little bit snippy, there, sir
It happens...
Welcome to Audi with 12 year paint warranty for 0$ :)
Liar.
Easy. Get up and walk and let him keep yapping his gums.
I watch these videos to make sure the people subscribe to this channel don’t do these things to me
Acid rain…..😂
It's a thing.
No no no, they make buying car such a pain in the a$$.
It's you, not us.
@@SteveRichardsredzonestudents Geez, Steve, nothing is ever your fault. some ON. btw your best clips were when you were demonstrating closing techniques, and I thumbs upped most of them.. The buyer is very often going to try to deceive you.. but i play it straight, and you would likely lose me unless the deal was 1) Easy to understand, and 2) the price was fair.. Bottom line.. I likely over pay but a couple hundred too much, but with bigger numbers, no big deal.. but.. a grand and it's g-bye
lmfao look at the dude sleeping through this bullshit
This guy is so full of crap, and he believes it
Indeed.
Vehicles are NOT assets!!!!!!!
What? Are you in third grade?
@@SteveRichardsredzonestudents It's fairly obvious you're a car salesmen, and not a financial advisor.
I smell boooooooosheet!
Look around you.
lol your who sales pitch is confrontational
and easy to counter
LOL.
A bunch of haters in the comments have no idea how economics works. Guess what happens to price when supply goes down??? It goes up! Very basic economics. That’s why there’s a market adjustment. And what happens if the dealer do not add the market adjustment?? No cars to sell because they sell out! So you add a market adjustment so that only the people that can’t wait or won’t wait to buy will buy. You increase profit margin to compensate for the lower volume due to lack of supply.
But, most dealerships are now overloaded with inventory yet still charging those market adjustments on top of all the other crap they like to try and charge us for.
Sleazy
Look in the mirror.
@@SteveRichardsredzonestudentslmao
A Master at his Craft...thank you Sir!!!
Thank you for watching and commenting.