If
You Know Their Rules ...
You Can Play Their Games
Your countertactic
If you've done your research and know your numbers ahead of
time, you will never let them get into a payment discussion.
Confuse the Price Issue
If the salesperson perceives you as a payment buyer, then
he or she is going to try to come up with a payment plan that
meets your budget. To maintain the profit margin on the car
they will adjust the payments by quoting you rates based on
48-, 60-, or even 72-month terms. You'd be surprised at how
many people think they getting a great monthly payment only
to find out that it's based on a four- or five-year payment
plan.
If the salesperson senses that you're a difference buyer,
he or she will talk about "allowing" you a certain
amount for your trade and never mention the actual appraisal
or retail price of the car.
You'd
be surprised at how many people make purchase decisions because
the "difference" sounds reasonable.
Your
countertactic
If you've done your homework, the salesperson will quickly
understand that "allowance" and "difference"
are not going to impress you. You will know the facts because
you will have:
-
Established the fair value of your trade
-
Determined
the true cost of the new car
-
Made
a decision about how much profit you'll offer
-
Settled
on your monthly payments based on the difference you've
calculated between what your trade is worth and the price
you're prepared to offer for the new car
It's hard, to confuse someone who has all the facts.
|
