Have you ever went to a nursing home? Have you ever heard the way the staff talks to the folks that live there? If you have, you should already know how to avoid the wrong salesperson. Have you ever heard of a dog whistle? The pitch is so loud that, although humans can’t hear it, the sound can make a poor dog howl. Don’t be the human that can’t hear the sound.
If you go into a nursing home, or even just a doctor’s office, you’ll notice that the staff talks to the older patients with a really high pitched voice completely different than the one they use when they talk to younger people. I think it is the result of people trying to be sweeter to old folks and good on em’ I say! But the staff of a nursing home or doctor’s office just can’t be that chipper all day. They are on their feet all day going from patient to patient as fast they can and they see some pretty bad stuff.
So that means sometimes they have to fake it. And that’s what that voice you hear is. It’s perfectly fine and innocent in that environment (even a bit heroic considering the effort they have to put in), but if that’s the way your car salesperson is talking to you, especially if you are younger, you have a problem! If you hear your salesperson talking to you in that high, dogs are howling voice, it means they are faking it. It means they are putting on a show for you. They are sweet talking you. They are desperate for you to like them and want you to think “Gosh, this salesperson is swell!” They want you to trust them, but trust me, you cannot.
Listen to the other salespeople in the dealership. Every salesperson wants you to like them, but are they using that high pitched voice? Even listen to the way your salesperson talks to other people at the dealership. Are they talking to them differently than they are talking to you? Uh oh… you have THAT salesperson then. The salesperson that wants you hanging on their words and thinking you’re just the sweetest person ever and then BAM! you’re paying window sticker price or negotiating $200 when other people are negotiating $1,000.
So if you’re ever on a car lot and a salesperson comes out using the nursing home voice and all of the dogs in the neighborhood start howling run for your lives!
Seriously though, here is my tip: If you ever run into that salesperson, just say, “Well, I have talked to another salesperson out here before. I would like to keep working with them. I don’t remember their name though. Can you name some?” Then, whoever’s name they say first just tell them that’s them and ask if they can come out and help. If they are busy with another customer, just remember the name and come back later and ask for them again. Either way, that salesperson has probably talked to dozens of people on the lot that week and it’s hard to remember everyone, so they will just go with it thinking they might not have remembered you.