The manager has 10, 20, 30 other sales people under him/her. They don't have time to sit and go back and forth with the customer, that's why they hire the sales people. I also mentioned in my comment below, sales people have zero knowledge of the actual finances of the car. They are told to sell sticker or go to the manager. When I sold new cars, I didn't know what I can negotiate, what discounts, what is my bottom price, nothing and they will NOT tell you. You sell sticker or else.
Take control! 4 square: Cross out 3 leaving only the price. "If we cannot come to an agreed upon price, the others do not matter!" If we agree on a price, we move on to the next one" "Have to talk to my Manager" "You have 7 minutes, take longer, you come back to an empty seat!" I do not care for people who take a long time to make a decision!"
With #7 (Let me go talk to my manager), once the salesman appears to be gone, wait for him/her to come back by standing behind the chair you were sitting in. Many times, they'll come back with their manager. Nothing makes them more nervous than to see someone standing, indicating that you may be thinking of leaving if his response or the manager's response isn't to your liking. If you're asked to have a seat again, just say something like, "That's ok I've been sitting all day". Half of winning any battle is body language.
Thanks for these videos. I've not purchased very many cars but when I watch these videos I recognize a lot of tactics that I didn't realize are part of a game that I didn't know I was in. - "Let me talk to my manager" - The 4-square - The add-ons overload - Good Cop Bad Cop - Dragging the process out all day I also thought that my feelings of frustration were my clue to get the hell outta there. But you point out that frustration and exhaustion are part of the game. WOW! Even more shady than I thought.
The four squares. I found a way to strike back at a salesman/dealership that tries it on me - ask for a completed worksheet and a blank one and tell them I'll return home and do some research and return the next day with the blank one filled in by me as a counter-offer. They react like I just asked them to eat some radioactive waste. They never agree, so I just end up leaving.
I am shopping for a car. I've found the salespeople are pretty disinterested. They don't listen and ask the same question multiple times. I know more about the car's features/specs than they do. One didn't even share his name.
There are hundreds of dealerships for your brand of interest - shop out of the area - shop out of state- shop as far away as you want and make a mini vacation out of it while saving thousands of dollars. Some incentives/ rebates are not available in all markets but they will make it work anyway if they are hungry enough !
My old answer to what do you want to pay was about $100 completely. For a while we had cars marker $325 without the slash month. When I asked about how many months that was calculated on I was asked how many I wanted it calculated on, I told them 1! The stupid stopped.
That tactic of consulting with the sales manager is not new; it was illustrated in the movie Fargo by the ne'er-do-well salesman Gerald Lundegaard when the vehicle purchaser was griping about the extra fee that he incurred with an add-on that he insisted he didn't want. While this was a fictional situation, it undoubtedly has happened countless numbers of times while purchasing a vehicle. Though it wasn't intended to be, it's actually a pretty good learning tool for one to make use of when going into a purchase of a vehicle at a dealership.
Wow! Another great video. Thank you. A dealership is like a minefield. Maybe it is better to just to hire a professional negotiater to walk that minefield and make a deal for you.
Yes, these are the most annoying questions.Question, if they keep going g back to these questions by finding ways to reword these questions . How do I counter them and what to say.
Just continue steering the conversation yourself. I could tell you what to say for each comment they make, but you'd never remember it anyway. Just make a habit of changing the subject and taking the conversation to another place.
I got plenty on the phone and email. I simply stopped talking to the ones that wouldn't give it. Once I had an agreed upon price I went in to test drive and buy. Easily car purchase ever. And the look on the finance guy's face when he saw it was a cash purchase was priceless. He was so upset he couldn't sell us an extended warranty. He even tried a deep discount as a hail mary.
I like to address #7, let me talk to the manager. Yes, some times it's a rehearsed thing. However, as a person who worked in new car sales while back, it's not all the time. The turn over rate in staffing at dealerships is high, there are a lot of new people coming in and the managers will not allow them to close a deal. Even if the customer agreed to everything, they want you, the sales person, to go to the tower as they call it and talk to the manger. So when there are negotiations you MUST go ans talk to the manager. Believe it or not, the sales person has zero information about the financials of the car other than the sticker price. You are told to sell sticker, anything else you have to talk to the manager.
Im about to buy a new truck. Should i try to get the price even lower after i get a good discount from work? Msrp is about 38k but with work discount i can get it otd for a little mor then 36k.
Are you kidding?! I can’t even get a sales person to come out when I’m the lot. I’m in the market for a new Prius and have been to 2 dealers do far. It seems you have to make an app. to meet with someone. Luckily we have 7 Toyota dealers in the area. Well 2 down 5 to go, great info I watch your videos and take notes. Now just to get a sales associate to talk to me.
When the 4 square comes out, the vehicle price is locked in. They call that God's corner, only the other boxes can be manipulated. IE, down payment and length of loan.
When i hear, " if you don't buy it, someone else will", my answer is: if you can find someone stupid enough to grossly overpay, then go ahead and sell it to them.🤣👍😂
Re: #1…”The Overzealous Fake Greeting”, churches do that too whenever a new person comes in. It’s called “love bombing.” Re: #2…”What’s Your Budget Conundrum?”, Perhaps say “it’s a military secret , but I assure you I know what car I want, and what I will pay for it.” If pressed, walk! Re: #3…”The Phantom Discount“, my dad would always tell me that it’s lowering the price from a higher inflated price to a lower inflated price. For used cars, the higher price is what they’d charge if they fixed up the car. The lower phantom price is what they charge for the car in its present junk condition. Re: #4…”But you must act now, or you’ll miss out on a once in a lifetime opportunity,” perhaps say “Once in a lifetime deal?Today only? But you just now opened up and I am the first to arrive. I don’t see a line of people behind me waiting to buy that car.” Re:#5…”Quadrant Quandary?,”… while looking at the MSRP sticker of the car you want, pull out your checkbook, and say, “I have $XX,XXX for this car here and now, out the door(OTD). I’ll sell my car myself, no DP, no MP.” (no more military secret) Re:6…”Hidden fees”…(see #5)…Be DAMN sure your stated OTD price is your absolute max budget, including state taxes, and any other “mandatory fees.” As for extra fee fluff already on the car, that’s their problem. Re:#7…”Let me talk to my manager.”…WALK! (and do not turn around). The sales manager has always already clearly informed all their associates EXACTLY the lowest they will take for any vehicle.
"Let me talk to the manager" How about I just talk to the manager and cut out the middleman here.
Thats what I do. I just follow them. If they don't like it, I leave.
The manager has 10, 20, 30 other sales people under him/her. They don't have time to sit and go back and forth with the customer, that's why they hire the sales people. I also mentioned in my comment below, sales people have zero knowledge of the actual finances of the car. They are told to sell sticker or go to the manager. When I sold new cars, I didn't know what I can negotiate, what discounts, what is my bottom price, nothing and they will NOT tell you. You sell sticker or else.
Take control! 4 square: Cross out 3 leaving only the price. "If we cannot come to an agreed upon price, the others do not matter!" If we agree on a price, we move on to the next one" "Have to talk to my Manager" "You have 7 minutes, take longer, you come back to an empty seat!" I do not care for people who take a long time to make a decision!"
With #7 (Let me go talk to my manager), once the salesman appears to be gone, wait for him/her to come back by standing behind the chair you were sitting in. Many times, they'll come back with their manager. Nothing makes them more nervous than to see someone standing, indicating that you may be thinking of leaving if his response or the manager's response isn't to your liking. If you're asked to have a seat again, just say something like, "That's ok I've been sitting all day". Half of winning any battle is body language.
I like your thinking!
I get up and start walking around the showroom looking at the cars.
When they enthusiastically ask how you are doing, start a long conversation about all your problems and the woes of the world, LOL.
Lol... or start giving details of a recent colonoscopy...lol!
I literally had the salesman tell me all his woes while trying to sell me a car.
That is good idea. Lmao...
I went to tracy nissan on a slow day last week. Everything went smooth but saying no to a hundred warranties was fun.
It sounds like you know your stuff!
Thanks for these videos. I've not purchased very many cars but when I watch these videos I recognize a lot of tactics that I didn't realize are part of a game that I didn't know I was in.
- "Let me talk to my manager"
- The 4-square
- The add-ons overload
- Good Cop Bad Cop
- Dragging the process out all day
I also thought that my feelings of frustration were my clue to get the hell outta there. But you point out that frustration and exhaustion are part of the game.
WOW! Even more shady than I thought.
The four squares. I found a way to strike back at a salesman/dealership that tries it on me - ask for a completed worksheet and a blank one and tell them I'll return home and do some research and return the next day with the blank one filled in by me as a counter-offer. They react like I just asked them to eat some radioactive waste. They never agree, so I just end up leaving.
They'd hate that for sure! They'd likely try to distract you with some made up nonsense.
I am shopping for a car. I've found the salespeople are pretty disinterested. They don't listen and ask the same question multiple times. I know more about the car's features/specs than they do. One didn't even share his name.
Recently bought a new car. Happy to say I hit my target of total financed, got a great rate (2.99%) and bought NOTHING from the finance person.
Sounds like you did your homework, and you were prepared! A confident buyer who knows what they are after sees fewer challenges!
These tips are intuitive to me.
Excellent! You're obviously on your game!
GREAT BIT OF INFO, Kevin and Liz
Thank you kindly! We appreciate you!
There are hundreds of dealerships for your brand of interest - shop out of the area - shop out of state- shop as far away as you want and make a mini vacation out of it while saving thousands of dollars. Some incentives/ rebates are not available in all markets but they will make it work anyway if they are hungry enough !
Yes they will!
My old answer to what do you want to pay was about $100 completely.
For a while we had cars marker $325 without the slash month. When I asked about how many months that was calculated on I was asked how many I wanted it calculated on, I told them 1! The stupid stopped.
The Ole Rain Man answer, and Kmart sucks
Lol...
How much does it actually cost to manufacture a vehicle compared with the MSRP?
It's a lot less than you might think.
That tactic of consulting with the sales manager is not new; it was illustrated in the movie Fargo by the ne'er-do-well salesman Gerald Lundegaard when the vehicle purchaser was griping about the extra fee that he incurred with an add-on that he insisted he didn't want. While this was a fictional situation, it undoubtedly has happened countless numbers of times while purchasing a vehicle. Though it wasn't intended to be, it's actually a pretty good learning tool for one to make use of when going into a purchase of a vehicle at a dealership.
It's a classic for a reason, they think you can't resist that "sales manager's" power!
Wow! Another great video. Thank you. A dealership is like a minefield. Maybe it is better to just to hire a professional negotiater to walk that minefield and make a deal for you.
It is definitely a minefield out there, and you could definitely hire a professional negotiator! We have a few on our staff!
When I do a RUclips search for the Lord’s Prayer Kevin’s reading always comes up first
Awesome! I recorded that several years ago for my kids.
Clear your cache
This is why I go to the auction cars are cheaper I don't have to worry about some stupid fee or annoying questions that they're giving me
Can you get a new car there?
No New cars at the auction
@@KevinHunter AKA, a pig in a poke.
Yes, these are the most annoying questions.Question, if they keep going g back to these questions by finding ways to reword these questions . How do I counter them and what to say.
Just continue steering the conversation yourself. I could tell you what to say for each comment they make, but you'd never remember it anyway. Just make a habit of changing the subject and taking the conversation to another place.
It’s pretty easy to calculate an offer backwards from a posted price. However, Many dealers find that ability annoying. 😱
That's exactly why they hate it when you know your stuff!
When you get an out the door price online or over the phone. They just change it when uou come in to buy.
How is Andy Elliot?? You sure don't hear a lot from him anymore since ratting out his co-conspiritors? So much for the honor among thieves theory!
He is trying to sell sales training to other industries since his car dealer career has mostly tanked!
@@KevinHunter He has a podcast now LOL.
That four square gets under my skin so much! 😂
I tell them I'm negotiating only on the price, so either that disappears or I disappear
That's the way to do it! They will be the ones who disappear eventually if they continue to try that!
Nope dealers wont do out the door price over the phone
I have gotten OTD prices via email.
As long as you believe that, you'll quit trying. Our coaches get OTD prices over the phone all the time.
@ otd prices with markups.
I got plenty on the phone and email. I simply stopped talking to the ones that wouldn't give it. Once I had an agreed upon price I went in to test drive and buy. Easily car purchase ever. And the look on the finance guy's face when he saw it was a cash purchase was priceless. He was so upset he couldn't sell us an extended warranty. He even tried a deep discount as a hail mary.
Not even.
We are only making 200$ on this deal,that made me walk in the managers office
Fake news!
I like to address #7, let me talk to the manager. Yes, some times it's a rehearsed thing. However, as a person who worked in new car sales while back, it's not all the time. The turn over rate in staffing at dealerships is high, there are a lot of new people coming in and the managers will not allow them to close a deal. Even if the customer agreed to everything, they want you, the sales person, to go to the tower as they call it and talk to the manger. So when there are negotiations you MUST go ans talk to the manager. Believe it or not, the sales person has zero information about the financials of the car other than the sticker price. You are told to sell sticker, anything else you have to talk to the manager.
Rule #1 - Tell them, you work for me.
That's a fact some car buyers forget!
Im about to buy a new truck. Should i try to get the price even lower after i get a good discount from work? Msrp is about 38k but with work discount i can get it otd for a little mor then 36k.
Are you kidding?! I can’t even get a sales person to come out when I’m the lot. I’m in the market for a new Prius and have been to 2 dealers do far.
It seems you have to make an app. to meet with someone.
Luckily we have 7 Toyota dealers in the area. Well 2 down 5 to go, great info I watch your videos and take notes.
Now just to get a sales associate to talk to me.
When the 4 square comes out, the vehicle price is locked in. They call that God's corner, only the other boxes can be manipulated. IE, down payment and length of loan.
It's time to get up and walk out.
@@KevinHunter Yes Sir!
What's my budget ? I could buy this dealership , but I'm the hardest sell you've ever seen.
And when they realize they lost your business, they quickly get so nasty.
It's like they decide, "Let's make sure they NEVER come back here!"
What’s my budget? One million dollars… next?
When i hear, " if you don't buy it, someone else will", my answer is: if you can find someone stupid enough to grossly overpay, then go ahead and sell it to them.🤣👍😂
Great response!
Crooks goin to Crook
Sorry, Liz is monotonous. She really needs to work on her tonality.
Some customers are equally annoying!
Spoken like a car salesman!
I can easily see myself walking out on you. Not before I give you an attitude adjustment.
Customers often have totally unrealistic expectations, based off watching 50 videos like this.
That's OUR job.😂
@@josepharmato8032Bravo🎉 I like the way you think.😅
Re: #1…”The Overzealous Fake Greeting”, churches do that too whenever a new person comes in. It’s called “love bombing.”
Re: #2…”What’s Your Budget Conundrum?”, Perhaps say “it’s a military secret , but I assure you I know what car I want, and what I will pay for it.” If pressed, walk!
Re: #3…”The Phantom Discount“, my dad would always tell me that it’s lowering the price from a higher inflated price to a lower inflated price. For used cars, the higher price is what they’d charge if they fixed up the car. The lower phantom price is what they charge for the car in its present junk condition.
Re: #4…”But you must act now, or you’ll miss out on a once in a lifetime opportunity,” perhaps say “Once in a lifetime deal?Today only? But you just now opened up and I am the first to arrive. I don’t see a line of people behind me waiting to buy that car.”
Re:#5…”Quadrant Quandary?,”… while looking at the MSRP sticker of the car you want, pull out your checkbook, and say, “I have $XX,XXX for this car here and now, out the door(OTD). I’ll sell my car myself, no DP, no MP.” (no more military secret)
Re:6…”Hidden fees”…(see #5)…Be DAMN sure your stated OTD price is your absolute max budget, including state taxes, and any other “mandatory fees.” As for extra fee fluff already on the car, that’s their problem.
Re:#7…”Let me talk to my manager.”…WALK! (and do not turn around). The sales manager has always already clearly informed all their associates EXACTLY the lowest they will take for any vehicle.