Auto Loan Negotiations

Negotiating techniques are as different as there are places to buy cars. Here are some of the basics:

Lets Split The Difference:
You and the Seller are $1400 dollars apart in price.

The nice Sales Manager comes over and says "Tell you what, I'll split it with you 50/50  fair enough?"  Sounds fair, right?  WRONG!  The dealer didn't give you $700 you gave it to him.

The Take Away:
This technique plays on your emotions and ego.

Lets say you've been negotiating for the new minivan you dearly love,you've taken the test drive even took it home over night (See the Spot delivery)  you think you've got them on the ropes.  Suddenly,the sales person says, maybe we're on the wrong car.   I've got another one with less equipment and it's not the color that you want,but I might be able to get it for you at the price you are looking for.  WHAM!  Your emotions change from getting a good price to FEAR of losing the car you really want.  Don't fall for this.   This is exactly the response the seller is looking for.  Why do they do this? The reason is always money they are not making the profit they want (which is always as much as they can get while playing your friend) and they are leading you to a car or financing arrangement they can make more money on.

PULL THE TRADE:
  Like the take away, this technique is designed to upset your emotions and get you to act irrationally. 

If you have been negotiating on the value of your trade, the seller might suggest that you keep your car or (sell it on your own ) Which is a good idea. What they are hoping is that you will give in to their value rather than go through the hassle of selling it on your own.  Stick to your guns – tell the dealer that you need your amount or no deal.

“I’M ON YOUR SIDE”
This is taught to salespeople their first day on the job. 

They play the role of advisor, telling you what’s a good deal and what isn’t. (It is called take the control) in sales training. Understand that the salesperson and the manager are always working together to get you to pay more and make them the most profit.

“THE MANAGER TURN OVER”
At some time during the negotiation process the manager will get involved and try to close the deal. 

Sales Managers fall into to basic categories.  The first one is The  Charmer  He or she will come over and smile a lot and try to strike up a conversation about anything other than the car.  They are trying to make you their friend.  After all, who wouldn't want to buy a car from a friend?  The second type is The Intimidator.  This person may be physically intimidating or just have an intimidating personality. They will try to bully you into buying the car.  Regardless of which one you have to deal with remember that they both have the same job - to get you to pay more for your car.

IF I COULD,WOULD YOU? 
The purpose of these questions is to get a commitment from you without the seller committing anything to you.

If I could get it for that price would you take it home today?  If I can get you that payment would you buy it?    If I can get it for you in that color, do we have a deal?   These statements are taught to salespersons to find out how much money they can make off of you. These questions are simply narrowing the range of negotiations.   Please stay non-committal here.

There is a reason the new car retailers and his top salespeople are often the wealthiest people in your town and the above are some of them.
Remember they are trained to sell.
They are trained to take your money and make you feel good about it.
Will they say anything to get your money? !!!!! You bet they will !!!!! You will not win in any of these situations.

I had a Reputable dealer owner once tell me "Son you have to be able to tell people to go to hell and make them like it to succeed in this business".  

They have had years of training on how to dress, how to walk, how to talk, how to shake hands,and how to make you feel good.
The bottom line is they want all your money.

In one sales training seminar the main subject was how to get people so upside down in their car they could not do business anywhere else but at your business.
To quote"break in off in them". Then they will have to come back here.

Another Owner manages once lived by the motto (Including his employees by the way) "Use them Abuse them and thrown them away".

Beat them at their own game. Read this site and learn how you can get the car you want and go on a cruise with what you save instead of the salesperson going on a cruise with your money.

Click here to get started today.   Auto Loans

Home:
#1 Auto & Loans

Why Lease a Car

Important Facts for Leasing

Auto Leasing Terms

Get out of Your Lease

Assume a Car Lease

Get Out of my Car Lease

Swap a lease

Transfer my Car lease

Site Map