by Greta Schulz

Created on: April 19, 2009   Last Updated: April 21, 2009

I'm always trying to illustrated how professional sales really work - helping your prospect self-realize that he or she needs (or in some cases, doesn't need) your product or service. One of the best examples I've ever seen is one that happened to me when I decided to purchase a new Jeep.

About six years ago, I agreed to marry a man who had two children. I also had a child of my own, so we were going to need a more "Brady-esque" car. After a lot of research, we decided that a Jeep Cherokee would do the trick. At that time, A Cherokee Loredo, the base model, would cost $299 a month to lease for three years with $1,000 down. A good deal for us by all accounts.

Since I know how car dealers work (or so I thought), I felt very strongly about staying emotionally detached and just purchasing the car for the price I wanted. I called the local Jeep dealership and asked for the sales manager. Richard (who I believe is still there) answered the phone.

I explained to him that I wanted a Jeep Cherokee Laredo, dark green in color, and that I'd be willing to buy it today if he could match the price I wanted: $299 for a 36 month lease plus $1,000 down. I was strong in my demand, making sure he knew I was in charge. Richard said he could match the price, but the only Cherokee Laredo he had on the lot was army green, not the dark green I wanted. Even thought I was disappointed (the dark green is so much more "me"), I decided it was the route to go.

We arrived at the dealership, and I commanded my fiance and the kids to stay in the car. "Wait here," I said. "I'll handle this."

I walked into the showroom, where Richard greeted me. "You must be Greta," he said with a sincere-looking smile.

"I am, " I answered cautiously. He smiled. "OK. Let's go drive the car."

I stopped him. "Oh no," I exclaimed. "I want to talk money first!"

"Okay," Richard replied. "But didn't you say $299 for three years with $1,000 down? Since that's what we agreed to, that's what it is, right?"

With a half-smile on my face, I nodded proudly. "Right!"

As we walked through the lot to the army green (more of a pea green, actually) Jeep, Richard asked which car in the parking lot was mine. I pointed to the blue BMW where my fiance and our kids waited. As we got into the Jeep, Richard made an interesting comment.

"This car doesn't have a leather interior," he said. "It's cloth, but that shouldn't be a problem. I'm sure your kids don't spill things at their age."

"No, that's OK," I quickly replied.

As we pulled out of the dealership

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