| I had been thinking about buying a car for two years. | | | | was one thousand less than his first offer. This was |
| After another $1000 of repairs on my 1994 Buick | | | | trick five. Keeping my keys, trick six. |
| Roadmaster (purchased new) with over180,000 miles, | | | | It was next revealed that the eight thousand discount |
| it was time. In the past, when I sat in a new car (at | | | | first quoted was on a demo with 4,000 miles; thus we |
| dealers and at auto shows), the comfort did not match | | | | discontinued negotiations on that car, rather, the focus |
| my Buick's "sofa like" seat so I put off buying. During | | | | shifted to the one I just drove. He said they wanted to |
| the past 24 months I determined the make and model | | | | close the first sale of the day to get things rolling, thus |
| but not the color; thus one Friday my plan was to | | | | a big discount, trick seven. The next question was |
| check the colors at a local dealer. Later, the best price | | | | what price would close the deal; He asked me to sign |
| would be obtained via online bidding - a proven way to | | | | on a scratch pad how much I would pay, trick eight. |
| obtain a competitive price. | | | | Any amount was ok, if it were unreasonable, he would |
| After arriving, the salesman took some basic | | | | fight with his manager for me, technique nine, the |
| information and asked how much time was available. | | | | salesman was on my side. |
| My response was 15 to 30 minutes. Four hours later, I | | | | The manager arrives. He says he would be losing |
| left without buying because the "deal" was on a car | | | | money on this deal, " it cost more to produce the car |
| with the light interior not the dark that was my | | | | than you are offering". Obviously, unreasonable offers |
| preference. In retrospect, what transpired in those four | | | | were not acceptable. He then starts the negotiations |
| hours was a demonstration of classic car sales | | | | with the msrp and drops a thousand; our prior |
| techniques at their best. This realization came to light a | | | | negotiations were lost somehow, trick ten. Since the |
| few days later when watching a movie where the | | | | car has more options than requested, a lecture on their |
| sales manager highlighted the tricks of the trade, he | | | | value follows. When I request a basic version, the |
| gloated on how to manipulate the customer. After the | | | | manager actually gets mad implying how much better |
| movie, I said: "this is exactly what happened to me". Of | | | | discount is available with options, trick eleven - |
| the 14 techniques used during my four-hour ordeal, all | | | | intimidation. After the manager leaves, the salesman |
| were referenced in the movie (except in the movie a | | | | uses trick twelve, ten thousand down with three year |
| secret microphone captured the conversation | | | | payments and list price. This came out of the blue |
| between husband and wife after the salesman left the | | | | since from the beginning the premise was a cash deal. |
| room - this did not occur). The amazing thing is that I | | | | However, it must be a standard practice. |
| did not realize the sales tricks during the process. | | | | The manager returned with a better offer, his lowest |
| What were the techniques? | | | | possible price. Actually he is losing money and will have |
| First, in the parking lot the salesman turned his back | | | | to take the loss from his department budget, trick |
| and said follow me to the office and I did. Next, he | | | | thirteen. Technique fourteen, a one-time offer, is |
| obtained keys for the model of interest and positioned | | | | highlighted by the question from both sales staff: do |
| the car so I could sit in it. Although, I have driven the | | | | we have a deal at this price? By this time, I am not |
| model before, he insisted it was no problem. After 15 | | | | sure if the deal is reasonable since so many numbers |
| minutes we returned to the office to say goodbye, | | | | have been discussed. The manager places a gong on |
| how naive. | | | | the table to announce the first deal of the day. I am |
| The third technique was offering a deal that could not | | | | holding the pen to sign when my gut says no, wait for |
| be refused. He quoted a trade offer two times the | | | | the exact car - do not compromise on the desired |
| value of my car and eight thousand dollars off the list | | | | interior; and, do not succumb to these pressure tactics. |
| price! My thought, this is too good to be true. My | | | | Somehow I manage to obtain my keys and leave as |
| response, need to check with the wife. No problem, he | | | | an exhausted individual. |
| offered the use of his cell phone, technique four, | | | | My story ends when I purchase the exact car I |
| remove obstacles. Now the hook was set, he had a | | | | wanted from another dealer at a good but not great |
| possible buyer. After driving a second car of my | | | | price, the negotiation involved an offer and a counter |
| preferred color, we were back at the office. | | | | offer via email. Since my nerves were shot; I could not |
| My trade was the next topic. He filled out the paper | | | | tolerate any more hassle or pressure. If acknowledging |
| work to determine the value via an online wholesale | | | | these crafty and subtle techniques will make the job of |
| system. He offered one thousand more than the value | | | | buying a car easier for someone, then my experience |
| which somehow made me feel good even though it | | | | has some value. |