If you ever plan to purchase a product from Eric Rockefeller be sure you kiss your money good bye. The refund policy on his sales site is as follows:
…After you’ve had some ample time to set-up and work the methods included
inside Affiliate Conspiracy- If for ANY reason you are unhappy and decide
that this is not for you. Just let me know within 60 days and I will
instantly issue you a full and courteous refund - no questions
asked…whatsoever. I understand that this may be a serious investment for
you and want you to have complete peace of mind.
A salesman is trained to
control his customer by asking questions. He is trained to answer
questions by asking questions, and to seek a commitment to purchase by
answering a question with a question that asks for the sale.
If you are to control the salesman, you must learn to use the question
principle. When you ask, “Can I have the car tomorrow?” the
salesman will probably answer you by asking, “Will you buy the car if I
can have it ready for you by tomorrow?” He has not really
answered your question but rather set you up. Now you must either answer
him or ask another question. If you simply say “yes” or “no,” you have not
received the answer to your question, but you have answered his question;
you either buy or leave the door open to another question from the
salesman.
Salesmen are trained to use a
system to sell a car: either a canned presentation or a selling
cycle. A canned presentation is nothing more than a
memorized speech someone else wrote. The salesman commits it to memory and
mouths the words to the customer. An experienced salesman can give a
canned sales talk and you would bet money he had never used those exact
words on anyone else before. Your impression is that everything he says is
spontaneous. A salesman may subsidize a canned talk with a
selling cycle or vice versa. A selling cycle is a step by step method of
selling that allows the salesman to control his customer from start to
finish.
While working with a salesman,
you should be asking your self ask yourself a few
questions. Am I being controlled and manipulated?
Is the salesman interested only in my money? Do I really want
what he is suggesting I take? Am I really going to receive what
he says I am getting? Is he telling me a story or telling me the
truth? What is happening and why is it happening?
When the salesman hears a customer say, after leaving the business office
“I can’t believe I just bought a car.” You will see the salesman give a
high five to a fellow salesman.
In fact, the first thing you must realize and
appreciate is just how well trained most salesmen are. They have books,
classes, sales meetings, videotapes, training seminars, and marketing and
motivation institutes all designed for one purpose: to teach them how to
separate you from your money. A salesman is taught to
understand his customer and to make him want to buy, not tomorrow, but
today. In addition to book and classroom training, a
salesman has day to day practical experience that gives him the
opportunity to put his knowledge to use and practice on real
people.
** Precaution: **
There have been reports of some dealerships, when they get the keys to
your car for an appraisal, they have held onto them trying to keep you at
the dealership untill they can work you a little about the deal.
The salesman, his sales manager, or a professional appraiser
wants to take your car for ride to check it out. Ask who is
takeing your car to test it, and make a mental note of that persons
name. When they bring your car back from the appraisal, get
the keys and put them in your pocket.
The salesman must then reenter
the closing room with either an approved deal, as mutually agreed upon, or
a counteroffer to present for your approval. In the latter
case, when you ask the salesman how much your car is worth, he will have
his sales manager perform an appraisal on your car. The sales manager will
give the salesman an offer to present to you.The salesman must
then sell you the deal his sales manager has written. For
the most part, the advantages of the latter favor the customer; you make
no commitment to buy, whether or not the figures are exactly what you
want. You have the option to review the deal and accept it or reject it
and leave.
Write your own deal, make him
an offer, and put the ball in his lap. After a salesman performs an
inspection, he may do a deal workup and make you an offer, or he may try
to get you to make a commitment on exactly how much it will take to make
you buy. Regardless of who makes the commitment, salesman or
customer, final papers must be drawn to bind the deal and make it
official. These papers may be called a workup sheet, a specification
sheet, an agreement to purchase, or a contract, but the common elements
are that the terms are set forth in print, and you must sign on the dotted
line.
When a salesman says, “Let’s take a
look at your car.” let him go alone. Go over and look at his
car again or wander around the lot. If he calls you over to ask you a
question, answer the question and wander away again while he continues his
visual inspection of your car. If he insists that you stand
by while he inspects, tell him you must make a telephone call, or tell him
you want to inspect his merchandise, and that there is no real reason that
you can see for you to stand around while he looks at a car that you see
every day.
Dealers use many methods to appraise
a car. These methods depend on how the deal is first put
together, who makes the initial move, and who makes the initial dollar
offer to whom.The major categories of appraisal are:
The salesman inspects the car subject to management approval and does a
rough deal workup from his inspection. The sales manager
inspects and appraises the car and does a workup offer that the salesman
presents to the customer, or the sales manager appraises the car after a
workup done by the salesman.
