The Foursquare Write-up. Step One : Price
The salesman will begin the “foursquare” with the price. Usually, the salesman will input the full retail price or MSRP in this section. Then he will add any additional accessories that the customer requested. The salesman knows that the customer will want to discount or negotiate this price. However, he will avoid making any adjustment to this “square.” Instead, he will ask if there is anything else the customer would like to add to the vehicle. Often at this point he will try an assumptive close and say something like, “Will that be cash or check?”
At this point, the customer will commonly say, “I’m not paying that price,” or, “You will have to do a lot better on the price if you want to sell the car.” Of course, the salesman is waiting for this type of response because this triggers the negotiations.
Now the salesman will purposely move away from the “price square” and on to the next “square”- the Trade-in. Salespeople are taught to avoid slashing the price and instead focus on the other elements. They might say, “I understand, I will get you a great price...but first let me get some information on your Trade-in.”