re: Myth about paying cash for cars

quote:

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Of course a dealership should make money. The question is, "how much" they should make.

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I always let my customers decide (if I hadn't laid them down on a full list deal) by emphasizing my value as a salesperson, showing them the invoice and saying "now, what do you think my time was worth? 5%, 7% over invoice?"

Always using percentages rather than amounts of money though, that seemed to make me a lot more

ETA: and the customer had a false sense of control over the situation. If I had done my job building rapport, humanizing myself and building value in the vehicle then they will almost definitely give me a profit and do it willingly