Finance Hot Trends

“Hey Bob, before you go into the Finance manager's office, I've got something for you.” Bob and the salesman had just negotiated a deal on his new car and he was about to go into the Finance manager's office to finalize the deal.

Presentation of the Special

“I'm not supposed to do this,” said the salesman. “We had a huge sale this past weekend and I've got one of these coupons left over. We're not actually supposed to use them anymore, but I don't want it to go to waste. This is a coupon for you to save $300 when you're negotiating with the Finance manager. Don't tell him I gave it to you, just say you got it this past weekend.”

Is the Salesman Telling the Truth?

It's the perfect setup. You see, there are truths to what the salesman just told Bob.

1) There was a huge sale last weekend because there's a huge sale every weekend at every dealership.

2) The salesman probably did only have one coupon left in his desk. However, there's a big pile of them, available at any time, in the sales manager's office.

3) The Finance manager will play along and show you that you can, in fact, save $300 on an extended warranty if you buy one. He'll probably even act as if he's upset with the salesman for giving it to you, saying something like, “This promotion is supposed to be done, but I guess I have no choice. You're going to get a great deal on a warranty to protect your purchase.”

How Does This Affect the Deal?

Now let's talk about what the $300 coupon does to the deal. In all honesty, the coupon is nothing but a game to the dealership. The following is one of three purposes this serves.

It Softens You Up
You feel like you just got a special deal. This loosens you up a bit and allows you to let your guard down. Most people just want to save some money so they feel like they've negotiated well in some way.

An engineer turned car salesman, I have meticulously analyzed the car sales profession and want to help you become a well-educated car buyer by putting you inside the mind of a car salesman. Read more about how this coupon affects the deal at http://www.SalesmanX.com and learn much more by reading my book, “Inside the Mind of a Car Salesman.”

Related posts:

1. Sales Jobs Vs. Sales Careers
2. Use Dealer Chat Software to Generate Auto Sales Leads
3. Oh the Tactics an eBay Thief will Use: 5 Tactics to be Aware of
4. Car Sale Statistics
5. 10 top tips to become the worst sales person in your company!

Tags: car sales tactics, new car, secret tricks of car salesmen, smart car buyer, used car