George Leibowitz
Do we have a deal? It's the only question that matters and the only reason for the sales department at any automobile dealership to be open twelve hours a day, seven days a week. Sell something. Sell anything. Just sell.
The competition is fierce between manufacturers, between dealerships and between salespeople. They are all trying to make a living on the back of the consumer.
To keep the factories running, dealers have to order cars. For dealers to order cars, salespeople have to sell cars. A lot of things run down hill. Sales pressure is one of them.
The "ten steps to the sale" is a proven method of selling cars. The story follows each buyer through the ten steps and shows the pressure put on the salespeople by their personal lives and the sales management.
Everything that happens in the story is happening every day at dealerships nationwide. It explains why buying a car is an odious experience.
Before beginning his fourteen years selling automobiles, Mr. Leibowitz spent twenty years in business management. He has a B.A. from Seattle University and an M.B.A. from Pepperdine University.
Mr. Leibowitz had been a Long Term Care Administrator and an information technology department manager.
He went into the automobile sales arena with a business plan, believing that a salesperson was an independent contractor. Mr. Leibowitz found that a dealership is run like no other business.
“Ok. Here’s what we’ll do. Where’s the salesman?”
“Right here.” Harold said from the other side of the counter.
Dutch looked up. Harold’s presence hadn’t even registered on Dutch.
“Listen up… What’s your name, again?”
“Harold.”
“Right. Ok, listen up. We’ll leave the figures where they are. Tell your customer that we are throwing in a five year power train warranty. Tell him we want him to be a customer for life. Tell him that if he ever gets tired of the truck we’ll be happy to take it back as a trade.”
“Ok. Got it.” Harold said, reaching for the four-square Dutch was holding out.
Before he let go of the form, Dutch said “Just like that. Take it back as a trade, not just take it back. Understand?”
“Yessir, take it back as a trade.” Harold repeated, easing the form from Dutch’s fingers. He turned to leave.
“Hey.” Dutch called.
Harold turned back to the tower.
“Don’t write that ‘take it back’ business down anywhere. I don’t want a record of that story coming back to bite me on the ass after you’re long gone.”
“Ok, boss.” Dutch liked being recognized as the one in charge and Harold had been in the corporate world long enough to recognize that bit of ego.
