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Car Deal Negotiating: Dealing With The Sales Spiel

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Dealing With The Car Salesman Spiel

When it comes to dealing with a car salesman, you have to understand that salespeople in general are schooled on overcoming objections and getting positive responses to their questions.

This isn't just in the case of the car salesman. It's true of all sales.

This isn't a derogatory observation. It is what any salesperson must do to be successful.

The salesperson must be able to think and converse on their feet. Successful selling takes positive energy between the customer and the sales person. It not a good sales tactic to let the conversation stall or begin talking about negatives.

Again, the purpose of a salesperson and how they ultimately make their living is to sell you something; to continually move you mentally toward making a purchase.

So, while you're out car shopping don't be surprised if you a few lines:

"I can only hold this price for you today."
	A legitimate price should be good today tomorrow or next week. However, be fair. If this statement comes after a good bit of honest hard negotiating on yours and the dealer's part, I feel that this is only fair. Don't take everyone's time and effort in working to put a deal together for you, and then expect them to leave it on the table while you may or may not come back next week.
"How much were you thinking about spending for the car?"
	Pass. No need for the sales person to know this. It's only fair then... ask the salesman what the net/net dealer cost is on this car. Besides, you have done all your research... you know all the numbers involved
"You wouldn't let $10 a month keep you from your car would you?"
	Always one of my favorites. Pose the same question back to the salesperson (you wouldn't let $10 a month stop this deal would you). It's you money and their commission they won't be getting. After all $10 a month on 60 month financing is easy to figure out... $600 PLUS the interest charged on this $600.
"If you're comfortable with the payment range, then the interest rate must be O.K. too..."
	"I'm not really interested in 'payment ranges' and I do want to know the precise interest rate you're quoting on this deal."
"What would you consider a fair profit?"
	"Whatever the profit turns out to be on the offer I just gave you."
"Shop around, and come back and I'll beat any offer."
	Of course they will. But insist on a firm offer from them. A copy of the buyers order will do (It'll drive most sales manager nuts if you leave with a copy of the buyers order) .
"The pricing information you have isn't correct."
	O.K... let me see yours... you know the one that even has the holdback numbers on it."
"You said you want your payments to be $300... up to.....?"
	This is classic car sales verbiage ... and it's crap. By now you should be saying "wait a minute. I don't negotiate based on a monthly payment. And the monthly payment I'm comfortable with is for me to know not the dealer. Also, this begins the process of teeing up the deal for the finance department. You know better than to go down this path. But if you find yourself somehow up against this question say... "Up to about $250" and see how they react.
"You're planning on putting how much down?"
	Again, for you to know only. Work the deal based on the selling price. Don't offer any type of down payment up at this point. You can certainly decide upon that later. If you trip up and mention how much you plan on putting down... be ready for the "and up to" comeback as mentioned just before this.

Don't let the salesperson 'oh by the way' extra cost you on the vehicle. Sometimes letting you know that this car already has had fabric treatment applied, paint sealant, some sort of undercoating, pin stripes, glass etching, etc. All of these add no value and are big profit items for the dealer. And they don't need to be part of the selling price of the car.

Don't let the sales person bump you up in your price a few dollars here and there. Stay firm and focused. Be very wary of something that is 'only going to add a dollar or two, to your monthly payments.

Through it all ask many questions if you feel confused. Get up and take a break and walk around if need be. Remain confident in your research and ability to negotiate.

Even though the negotiating process may take a while, if you felt as though the salespeople have dealt with you in a straightforward manner and worked hard to put the deal together, then by all means get the car you're after.

The dealer will make some profit any business will and should. Profit is a function of staying in business and making a living for you and your employees. Any business has to.

No dealer is going to sell you a car for $20,000 if it cost them $21,500, and you shouldn't expect them to. If you have had a tough but good experience then buy the car... it's a win/win and you can develop a good relationship with the dealership.

The last couple of cars that my wife and I bought were a tale of two trips to the dealership. The first time in we were looking at a new car. And it was the first time my wife had the pleasure (tongue firmly in cheek) of being with me on a car buying day.

A really long story (and day) short.

When we left that day after signing all the paperwork, my wife said to me.... my goodness, I would have paid way tooooo much for this car. I said, "Believe me... I know."

I think our salesman that day was as tired as my wife... but it was a good day. I kidded the salesman and said my car is getting a bit long in the tooth, so I'll be back in a few months to buy a used car from you. He laughed and said "thanks for the warning!"

Fast forward a few months.... I'm back. I look Joe up and we go straight to his office where I told him the used vehicle that I was looking at, the price I would pay for it, and what I wanted for my trade.

Joe looks at me with a grin and says, "should I even have my used car manager drive the trade".... "can if you want, Joe... it won't change my offer.".... He didn't... they knew me.. we did the deal... out of the dealership in about an hour with the numbers I went in with.

Did the dealership lose money... no. I didn't expect them to.

Did they make big money... no.

Did both parties win... yes.

I bought car number two from them, and they and Joe made some money and moved some inventory; which is a very good thing.

I stopped by the dealership not too long ago to hi to Joe and pull his chain a bit.... Joe had retired....

hmmmm maybe I should re-think that last deal I got!!!