Setting the Time Line for your Negotiations with the Car Dealer.

Do not set an open ended appointment to buy a car.

The first part of the time-line is to set the stage for the deal. The customer must motivate the salesman by explaining to them that they would like to make an offer to buy the car today. This will normally excite the salesman.

 

You must also prevent the salesperson from trying to go through the first steps that you have already done during your first visit. Remember, dealers believe that customers will potentially offer more money after a test drive.  Therefore, they will almost always try to get you to drive the vehicle again.

 

Also, you should remind the salesperson that you have already driven the vehicle and that you don’t need another test-drive. (The salesman will need to continue the process starting from their fifth step the Write-Up).

 

You must again set an appointment with time restrictions. Do not set an open ended appointment to buy a car; you will be there all day.

 

 

 

  

 

The idea is to work with in the dealer's system (for the salesman, the remaining steps of the sale will be steps five through seven). In other words, the sales-manager will require the salespeople to perform these steps.   As long as the customer recognizes this process they can manipulate it to their benefit.

 

At this Point, it is effective to reveal to the salesperson that you are somewhat aware of their process. This can be accomplished when you set the time-line for the appointment. 

 

For example, you might say “would it be possible to complete the “write-Up” and get me through F&I before 6 PM?”

 

The use of terms “write-up” and “F&I” will clue the salesman that you have some knowledge of the system. But beware; you should not act as though they know everything about their business. This will almost always create a competitive negotiating environment. Don’t be an expert in someone else’s profession, it will lead to contempt.

 

By revealing your knowledge about their process, the salesman will now be aware that many of the techniques they might have tried will not be effective.

 

The idea is to make it through the negotiations with the best outcome without the process dragging on. To do this the vehicle must be ready or “located” and a firm time-line must be in place.

 

Once the customer has an acceptable appointment, they should arrive at the dealer prepared to buy a car.