How to use the Car Dealer's CSI During Car Price Negotiations.

CSI is very important to the salesperson and the dealership’s bottom line (please read the article on Car Dealer's CSI). What is important for the buyer to recognize is that because CSI has value to the dealer, they should use it to their advantage during the negotiation.

 

Salespeople will prefer to introduce "CSI" and its importance after the deal has been made. For example, once a deal has been struck, the salesman will inform the customer that they will be receiving a survey from the factory in a few weeks and they would appreciate it if they answer all the questions as “very satisfied”.   

 

Because the "CSI" was not on the table during the negotiation they can approach the subject without it affecting the negotiation.  

 

The customer must make the dealership aware that they are informed about "CSI" before the negotiation.

 

Keep in mind, customers should not rely on this as an “Ace in the Hole”.  If a salesman feels that they will not receive a good score, they could purposely try to scuttle the deal. In some dealerships, the salesman’s income is heavily affected by this survey, they may decide its better to avoid a potential negative score than to sell the car.

 

 

 

 

 

Before the salesman begins the "Write-Up", the customer must let them know that they are aware of CSI and its importance.

  

A good way to approach this subject with the salesman is to describe how you forecast the negotiations transpiring. A simple way to do this is to say “I look forward to making a deal that is good for both parties and provide you with great CSI.” All that the customer should do is put CSI in the mix to prevent the salesman “coaching” the score after the sale has been made. It will place the buyer in a stronger negotiating position and may change the way the dealership approaches the deal.