Car Buyer Mentality
| Car Buyer Mentality |
-To effectively navigate the potential "pit-falls" of buying a car, it is important to have the proper mindset.
First of all, it is a rare occasion that a customer will deploy a negotiation strategy that salespeople haven’t already seen. For example, when a customer says “If the price isn’t good enough…I will leave”. One must keep in mind, the salesperson experiences this strategy on daily basis. They know exactly how to be successful when customer acts this way and they actual prefer that type of combative negotiation.
The best deals are made by the customers that know exactly how to navigate the dealership’s system and are equipped with accurate pricing, financing and leasing information.
Keep in mind, informed customers can make things difficult for themselves if they act like experts or "know-it-alls". It is never a good idea to “tip your hand" and start quoting the information that is outlined in this guide book until the proper time.
For instance, customers should not walk into a dealership and say “Who wants to an Up? I’m only going to pay a Nickel over net-cost after Hold-Back. And tell the F&I guy that I’m not buying any Mop-and-Glow”.
It is counter productive go into someone workplace and act as though you know every thing about their business practices. Instead, customers should use this information to secretly control the process. The ideal buyer mentality is to work within the dealer's sales system and use their own methods to your advantage. To successfully navigate their system you must first familiarize yourself with the dealer's "7 steps to a sale". |
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