| If
You Know Their Rules ...
You Can Play Their Games
Then
don't say anything.
Be aware that the salesperson-who comes up empty if you walk
- is going to try to get you to increase your bid. Your response
might be something like:
"I haven't really shopped around enough to know if I
really need to up my bid. But for the sake of discussion,
how much, are you, looking for?" Again, say nothing.
Force the salesperson to respond. Chances are he or she will
come down, but not to your figure. Get out your pad and pretend
to be doing some heavy figuring. (By the way, salespeople
love to do this to customers to create the impression that
they are really trying to find some way to further reduce
the price. Usually the "heavy figuring" is all part
of the show.)
Finally,
up your offer by whatever amount you're willing to pay to
make the deal. Tell the salesperson that this is all you're
willing to go
and that it is your final offer. Suggest that he or she think
about it and if the dealership is willing to make a deal,
fine. If not, you'll be on your way. And then say nothing.
Remember
the old negotiator's motto: "He who speaks first loses."
The salesperson will believe he's convinced you to negotiate
and that you can be talked into at least another bump or two.
Surprise him. Make it clear that your offer is firm and that
you're prepared to look elsewhere. Stand up, offer your hand,
and thank him for his time and then leave. Chances are, if
you've followed our suggestions for determining the actual
list price, if you've timed your visit to fall at the end
of the month or the end of the year, and if you're negotiating
for a car that is not in heavy demand and one that can be
purchased easily from any of several dealerships, they will
stop you before you leave the dealership and you'll make your
deal.
The T.O.
If you've convinced the salesperson that you are absolutely
serious about your offer, he or she will probably leave and
return with the sales manager, who will give you a whole list
of reasons why they can't accept your offer. You can translate
those reasons to read: "We think ,Ire can, squeeze you
for a lot more money before we risk having You walk on us."
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