The Salesman's Seven Steps
. Almost every car dealer will employ the
following seven step sale process. These steps have proven to work for
decades and at most dealers they are enforced as the law of the land.
Car Dealer "Hold-Back"
is money paid to a dealership by the manufacturer to off-set the cost of having an “in-stock” selection of vehicles for sale.
Car dealers can make a great deal of "Back-End
profit when the customer finances their new car at the dealership. They
have many banks they can use to find an interest rate that will fit
their negotiation strategy.