#12 is huge. People don't realize there are really 3 different negotiations of the car deal, and all should be treated as separate:

1) The new car price
2) The trade in value
3) The financing end (negotiating rate, warranty, etc, etc)

Also a great note about silence being golden. If you sit there with no emotion then the salesman could very possibly get diarrhea of the mouth and throw out a great deal. He knows that if you walk away then there is only a 10% chance of you ever stepping foot on that lot again.

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Posted by Will Cover

St. Louis, MO

Member since Mar 2007

38688 posts

Posted on 7/25/12 at 9:37 am to mglsu21

18. The “If I” sales tactic. This is the last step in the sales negotiation process. Ex. If I decide to purchase the vehicle today, you have to include free window tinting. If I decide to take the red vehicle instead of the white vehicle, you have to include 5 free oil and tire rotation services. If I decide to purchase the vehicle today, you have to include floor mats at no additional cost. If done correctly, this will allow you to get another “service and/or product” that you normally would not have received and by this time, there is no way will the dealership allow you to “walk” because there is too much time invested between both parties. The dealership knows you are in a buying mode and doesn’t want to run the risk of you becoming a “be back” customer for another dealership since most people buy within 48 hours of stepping onto a dealership’s lot.

19. Put deposits on a “credit card” only. Do NOT pay with a check.

This post was edited on 7/25/12 at 9:38 am

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