Dealer My JD dealer

[OrangeGuy]

Many years ago I participated in an executive two-week course at Wharton on developing negotiation skills. One of first things taught was to take control of the negotiations by "framing" the discussion. An example of framing might be ... I ask $10,000 for a tractor I know is worth $7,500. The buyer who was going to offer $5,000 immediately adjusts his offer upward. I just framed the discussion in my favor.

Now on to the JD dealer. When brands that the JD dealer considered lesser brands was brought up, he immediately "framed" the discussion by noting that these other brands did not have the long history and resale value of the JD products. As much as we would like to think all buyers have the sophistication to go toe-to-toe with an experienced salesman and have researched all brands till the cows come home, most have not. The JD salesman's framing of the discussions/negotiations has more times than not enhanced his negotiating position. When you are selling the top or near to the top product, it becomes a fine line between arrogance and mastery of his trade. Some salesmen do it better than others.

 

[mfreund]

You will not be a good salesman if you do not believe you have the best product available. Fact of life.

 

[murphy1244]

You will not be a good salesman if you do not believe you have the best product available. Fact of life.

And you are unsure when you trash your competitors.

 

[TomSeller]

A good salesperson also knows their competitor's products as well as they know their own. That way they can help the buyer with details they might not have otherwise thought of.

 

[coobie]

I dropped by my local John Deere dealer today just to see what they had on the lot. When I mentioned to the salesman I was looking at a few other brands I specifically mentioned Kioti and Mahindra. He just started to shake his head and said that it was not a good idea. He said they would not hold up long term and the resale would be much less and would be hard to sell. It surprised me that he would say this much less really think a JD is so much better than some of these other brands. Maybe he is right but I cannot imagine all those other tractors being so woefully unworthy. He did say that if I wanted to compare a Mahindra in the 30-35 hp range to a JD he suggested the 3038E. I felt bad for even suggesting I was looking at anything other than a green tractor.

Is this the norm with the big name dealers?

Chalk this one up to another cocky JD salesman.My JD salesman was very cocky when I bought my 2011 JD X740 one of the reasons I bought another Kioti tractor verses a JD.He told me all of the BULLCHIT about how my Kioti DK40se was not as good as the JD tractors he was selling.I took my $8,000 savings and bought some very nice 3pt implements.

 

[Poopdeck Pappy]

A good salesperson also knows their competitor's products as well as they know their own. That way they can help the buyer with details they might not have otherwise thought of.

Amen to that. A good salesperson doesn't HAVE to knock the competition with ignorant, dogmatic statements. He can present a comparison of the features and benefits of his product over the others without disparaging the others.

 

[TomSeller]

Amen to that. A good salesperson doesn't HAVE to knock the competition with ignorant, dogmatic statements. He can present a comparison of the features and benefits of his product over the others without disparaging the others.

Right, they are the ones that I buy from. "Know your own products, and your competitor's products better."

 

[Agent Blue]

Service is a great part of the sale. The home farm has at least one half dozen large four wheel drive John Deeres. They don't get the best fuel to hour ratio. What they do provide is constant service reliability. Deere stocks parts for machines twenty years old. Not that they would not be traded by then but trained mechanics at expensive hourly rates don't wait weeks searching for parts not available locally. The closest Mihendra dealer is over a hundred miles. Farming and timing work closely together and there is no time to load / drag machines across the state for repairs to shops that possibly have trained mechanics.
If you have a large operation and need consistity one might want to invest in local service ... no matter the color.

 

[TomSeller]

Service is a great part of the sale. The home farm has at least one half dozen large four wheel drive John Deeres. They don't get the best fuel to hour ratio. What they do provide is constant service reliability. Deere stocks parts for machines twenty years old. Not that they would not be traded by then but trained mechanics at expensive hourly rates don't wait weeks searching for parts not available locally. The closest Mihendra dealer is over a hundred miles. Farming and timing work closely together and there is no time to load / drag machines across the state for repairs to shops that possibly have trained mechanics.
If you have a large operation and need consistity one might want to invest in local service ... no matter the color.

Well said