Respect
When there is no respect, no recognition of another’s worth
in a conversation, how can there be communication?
For the salesperson that has been told that he must sell two
cars in the next two days or lose his job, how can he look at a
customer as anything more than an adversary, as someone he
must defeat?

When buyers have been told repeatedly over the course of
their lifetimes that car sellers will always try to lie and steal from
them, how can they look at the person who welcomes them to
the lot as anything other than the enemy?

THEY CAN’T.
-
What if we could start over?

What if salespeople were taught that it is essential to treat
any customer with all the respect due them– not only as human
beings– but also with the understanding that without them, no
one can be paid?

What if buyers were taught that the salespeople on a car lot
work 60-hour weeks, they are under relentless pressure, and
they have families and obligations like regular people?
Would it matter?
-
Would shoppers treat the salesperson on the lot differently if
they knew that he or she might be the one person on the
property who can’t take their money?

And what if they knew that this salesperson was, without
question, backed up by highly skilled negotiators with decades of
experience in this high-pressure environment?

Would buyers re-think their plan? Would it encourage them
to have a plan?
-
The disconnect between buyers and sellers of vehicles is so
complete, so pervasive, that it extends to private party deals as
well. Sellers lie about their car, buyers lie about their ability to
pay…

Where car deals are concerned, lying and misrepresentation
is not left only to the professionals.  It’s easy for folks to justify these unethical actions. After all, it’s a car deal!

No matter that the ‘opponent’ is another person with identical concerns.

In this world, everyone must look out for themselves.
-
Civilization is a method of living, an attitude of
equal respect for all men.
Jane Addams

next:  THE WAY IT IS: “Negotiation”

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