There are a lot of ways that a dealer tries to close the sale with you but this one is the most common Want to know?

Every salesperson in the country learns this type of close.  The one price stores use it less often but they still use it.  It can help you make a great deal, if you know how to use it in reverse.

Basically how it works is when the salesperson presents you with the deal proposal, You, like most customers, say “I want to think about it”.  After trying to close you on buying that day, the salesperson suggests a “what if number”.  An example is “If I could get the deal for a 1000 less would you buy it?”

If you say “no” the salesperson tries a different price that is even less. If you say “yes” to that number, they explain that they will try for you and please don’t get mad if the boss says “no”.  The thinking is that once you agree to buy at some figure, it is much easier to “bump” you.  That is probably true.  People take mental ownership of the vehicle once they have signed an offer.  Most people expect the dealer to take the offer.

The salesperson takes the offer to the management and comes back with a counter offer.  If you say “no” they try for a counter to the counter.   It can go back and forth a few times.    Usually the offer a salesperson suggests is point where the dealer would make a deal any way or at least close.  No matter where you end up during the back and forth,  the dealership finally takes the deal and you feel like you got a great deal.  I suggest you try something else.

Ask for the best price. When the salesperson returns with the figure, explain you need to think and don’t agree to an offer.  If you need more shopping you can always call back.  If you are going to that dealer only, you can do what I am about to suggest, in person.   If your shopping is done and you are at home with a list of prices and advantages, pick out  the deal you like the best at this point.  Call that dealership and ask for the Sales Manager or if he isn’t available, ask for the General Manager.  Explain you have been in and you would like to make a  counter offer on the deal they proposed. and feel better talking directly with management.  Explain that your offer is the most you can justify and you would prefer to eliminate the back and forth negotiating.  Chances are the manager will say yes if there is any light to the deal at all.  If the manager says “yes” to your offer you have a vehicle at a great deal.  If the management says “no”, he will explain why he can’t and you can continue to shop.

Don’t be tricked by this technique.   Don’t make a spur of the moment offer.  Think out your deal before you make any kind of offer.  A great deal is not just about price.   This way of handling the “If I could would ya?” keeps you in control.