Some practices can drive us to distraction

Talk about being in a rut: With my last several car leases, all I had to do was call my car dealer, order my new leased car, pick it up when it arrived and return the old one. No car shopping was involved since I’ve leased and driven the same make and model for 10 years. How predictable. How boring.

Well, I’m reaching a particular milestone in my life that’s demanding change.

So, several weeks ago, I headed off to test drive four makes of cars that I had researched thoroughly on the Internet.

Honestly, I thought this would be a great way to spend a Saturday. After all, I’m looking for a change, something fun and different. I took my male friend with me for entertainment and to get his opinions. However, I really wanted to see whether car dealers still sell to the man, even though this is my car, my money and my choice.

What a day.

At our first stop, we drove one of my four choices, and frankly after driving half a block, I was sold. What a fun car to drive. But the salesman never asked me what else I would want in the way of features, when I would want it, or really much of anything. Never did he offer his card, a brochure or further help. We test drove two cars at this dealership, but we left with no connection to the salesman and no reason to come back. He didn’t go the extra mile to impress us in any way. We left feeling that perhaps the days of pushy dealers were over and in their place stood lethargy.

So, two down and two to go, and we were off to Spokane Valley.

We stopped into the next dealership and wandered around for a bit, only to discover that the auto manufacturer it represents doesn’t make the car I was looking for. My Internet research had led me astray. However, the salesperson offered more support, information and personal connection than the fellow with whom we’d just spent 45 minutes.

At our next stop, we again wandered around looking at cars and found the one I wanted. But where was a salesperson? We were told someone would be right with us, but after waiting nearly 10 minutes, we left.

The final stop was by far the best. The salesman asked me what I was looking for in features and found a car that fulfilled my needs. Another fun car to drive — I was in love again.

When we switched drivers I could tell my male companion was impressed, too. But more important, the salesman took time to get to know us, understand my needs and talk about other options. He gave me literature and a card, but not before trying to hand it to my friend, first. This type of gender indifference in the business world continues to amaze me.

Dealers, there are all sorts of lessons here. Maybe you should discuss this topic with your own team and determine if some of you can be found in these scenarios.

Particularly, it’s well-documented that even during a transaction with a married couple, the woman usually has the final word on a car purchase, so don’t discount her. If it’s clear the couple isn’t married or not making a joint purchase, don’t be afraid to ask who will make the decision. Asking questions can avoid alienating potential customers.

What did I decide? Nothing yet. I have until early May before my existing lease is up.

But one thing is clear: this car I get in my 50th year will be fun to drive, fit my lifestyle and make me smile for the next three years. For once, I’m walking away from the practical and doing something fun. I think it’s about time. I only keep repeating, “This is a financial decision, not an emotional one.”