The Art of the Possible – Confessions of a Car Salesman

Rob Hartnett

September 23, 2019

The Today Show recently featured an author who was discussing a book about how to negotiate with salespeople. I was quite taken aback by this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary salespeople. There is no doubt that the sales profession has taken some criticism from the recent Royal Commission and some of the practices in Financial Services. However, I would challenge whether it was poor sales practices or the worse than poor leadership at the core of the issue.

For many years the industry that has typified the “bad salesperson” has been the car industry. So, I sought out a “used car salesperson” for his view. Well, what an interesting discussion. Guess who his least favourite customer? It is Australian men over the age of 55. He said they are very rarely honest, always trying to play you off against another dealership and mostly price-focused. His words were “these guys must have had some really bad experiences in the 80’s and 90’s.” Funnily enough, this was the age bracket the guest on the Today Show was. As they say no matter how thin you slice it there are always two sides. As my guest, Aaden Hughes highlights, the internet has made the whole transaction very transparent and open to all parties. The real goal for him is ensuring you get the vehicle that suits your needs. This is a rarely heard other side and most importantly the tips in the podcast could assist you greatly with your next car transaction.

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Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

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