The Upside: Killer Sales Tips from the folks at Glance Networks

Why is it after all these years, the majority of the car buying consumers cringe at the thought of dealing with a car salesperson?  Being in sales for 20 years myself, and now at Glance Networks, I have seen companies evolve their sales process away from the hard-sell pitch and toward a value-add conversation.  But not the car dealers.  Why not?  My own emotional response:  It is a game to see how many consumers they can take advantage of... 

And most Americans agree...in a Gallup poll taken last November, 51% of Americans believe car dealers to have "very low honesty and ethical standards".

My most recent experience was a few months ago.   I went into the process fully armed with months of research (reliability, safety, features, and price). After all my research, I selected a Honda CRV.  I drove to the dealership and expected to test drive and get a price all within an hours' worth of my time. 

I should have known better.  

I was there for FIVE hours!  (Did I mention I was 8 1/2 months pregnant?)  My frustration was boiling over as they determined I would be better off purchasing a used 07' model for the same price as an 09'.  It  was amazing to watch the tag team dance performed by the sales person and the the sales manager,  driving the point to me that this was the best deal I