If
You Know Their Rules ...
You Can Play Their Games
Dealership Ploys and roar Countertactics
The
following chapter describes a number of dealership ploys,
devices, and games designed to control the sale and extract
the maximum amount of profit. Here again, if you know their
rules you can play their games. Or more accurately, if you
can recognize their ploys, you can counter with your tactics.
Advertising come - ons
When a dealer makes an offer in an ad that seems too good
to be true, it probably is. Keep in mind that advertising
is designed to do one thing: get you to come into the dealership.
Your countertactic
Read the fine print. See the "About Leasing" segment
for examples of what we mean.
I'll
Call You Right Back
You decide to shop by phone. You ask for a salesperson and
tell him or her that you're interested in a certain model
and ask what the dealership has in stock and what kind of
discount they are giving. The salesperson will usually find
a reason he can't talk to you at that moment. Some dealerships
will quote you prices and offer discounts over the phone.
Sometimes the discounts are real; other times they are designed
just to get you to come in. Many stores do not permit their
salespeople to quote prices over the phone because all it
does is give the customer information to use in dealing with
other dealerships.
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