Why I would rather have a Brazilian Wax than Buy A New Car
Like most people, I love driving a new vehicle. While I’m not crazy about that new car smell, I love how the perfection of the windshield, the pristine paint job, and the spotlessly perfect interior. I love how a new vehicle just purrs like a happy cat. And most of all I love the peace of mind knowing I’m not going to be stranded because of a broken-down vehicle anytime soon.
Unlike the average person, I have few vehicles. I have a Ford F350 King Ranch, long box and extended cab. It is so big, in fact, I don’t think I can even park it at Walmart. However, it pulls my horse trailer beautifully. I have a Volkswagen Beetle convertible which I call “Ladybug”. This is my “toy” and I reserve this car for sunny, top down driving days. And I have a Mitsubishi Outlander which I drive for everything in between. It is great for everything from driving around on the muddy back roads, to getting groceries, to hauling my skis and luggage for a mountain getaway. My Mitsubishi turned over 300,000 km’s this past week. Which obviously makes me think that it’s soon going to be time replace it.
What I do not love is buying a new vehicle. In fact, I absolutely, totally and completely dread buying a new vehicle. I whole heartedly believe a Brazilian wax would be a far more enjoyable experience than buying a new car. I will drive my vehicles from new to failure just so I can avoid the experience of replacing my vehicle.
When you think about it, buying a new vehicle should be one of the most exciting purchases you ever make. It’s certainly one of the most expensive. But that is not at all the case. At least not for me. Why?
Failure to Identify Behavioural Styles
For a lot of my prior vehicle purchases I didn’t know anything about the DISC behavioural styles. And now that I’m well versed DISC I completely understand what was going on and what I was experiencing. You see, through completing a DISC assessment I happen to know that I am an “I” (Influential) behavioural style– which means a few things as it may pertains to buying a car:
- I will inherently trust people – but if that trust is broken I will remember (forever).
- I am emotional. My feelings are easily hurt.
- The shopping experience needs to be fun for me. (I do not shop in places like Winners or Costco – I would rather pay more and shop at boutique shops with high levels of personal service).
- I do not like to be ignored.
- I like to talk and be social.
- I do not like it when you fail to deliver on promises.
I am certain that I have never had a sales person who had the slightest comprehension of DISC styles, let alone how to identify these styles in their prospective customers and adapt their style accordingly.
I have experienced the following treatment when buying a new car:
- Being completely ignored in the show room when I walk in alone. When I walk into the same showroom the next day with a man, I could get somewhere looking at vehicles. Although I would ask a question to the salesman, and the reply would almost always be directly to the man I brought with me. Would you believe that I went to a dealership on my own to pay cash for my very first new car, and I went home empty handed? They would not serve me (I felt like Julia Roberts in Pretty Woman trying to buy a dress on Rodeo Drive). I was so excited to buy my first new car with money I had worked hard to save. And I went home with my cash and tears instead.
- I have specifically asked for the “final price” and made it abundantly clear I expect no surprises when I write the cheque. Not once have there not been add-ons at the time I pulled out my cheque book. Everything from administration charges and freight charges to parts etching. This makes me feel like I was never listened to, never respected, and most of all - blatantly lied to.
- I once asked if the block heater was included. The salesperson said “you don’t need it”. First, that wasn’t what I asked him and second who is he to tell me what I need and don’t need? He then danced around the question leading me to believe it was included. It wasn’t. I went to plug in my vehicle at the first major cold snap and couldn’t find the block heater. You can’t imagine how angry I was to when I got an $800 bill to install a block heater at the same dealership.
It is probably no surprise I have never purchased a vehicle from the same dealership twice. Not once have I gone home from purchasing a car excited about my purchase. Rather, I have gone home feeling exhausted from the experience, as if I had just run a marathon.
As I so embark on the process of buying a new vehicle, I wonder if it is too much to hope for the experience to be fun. Will I be treated with respect? Or will they ignore me, lie to me, and tell me what I need or do not need? Will buying a new vehicle once again be about as painful as a Brazilian wax?
Maybe I will be lucky and my salesperson will have studied DISC, and understand how to adapt their selling behavioural style to my buying behavioural style.
Incidentally, If you would like to take the course Win Resales & Referrals, it is a course that I offer as well (a 24 hour program that can qualify for 2/3 reimbursement under the Job Grant) and which has about a 10x return on investment for participants.