Just pulled the trigger. I've owned a business that sold big ticket items so I'm very familiar with the 'tactics'. Also had some close friends at an Acura dealership so I feel like that provided inside info into the 'dealership culture'. I can talk some of the language as a fair warning to them. I went there today/Friday beginning at 5'ish pm. Close at 8pm. They want to make the deal and leave so they are less inclined to dick around and play 'the game'. I inform them I will NOT play 'the game'. Never been to the dealership prior. Sent email yesterday evening inquiring. Got a call this morning. Said I can't get in since I'm in the middle of painting my home's interior. Said I was just thinking outloud on a whim and I really didn't intend on purchasing. This was my BFD to them to start off. sales people can not take rejection. It ain't in their blood. Today is the last day of the month - urgency ensues. Sales people need the extra sales for their next bonus level. Managers also. This is model close out time with CHEAP financing. Deals galore. 2012's need to go so they can bring in 2013's. End of day. End of week. End of month. End of model year. "I'm sorry but I expected better deals. Maybe I should just wait for a 2013 or skip it altogether. It's just on a whim anyway". This after a VERY brisk test drive of my new 2012 Torch Red Grand Sport Corvette that hit 120 REAL quick. Too much traffic so I backed off. The manager 'just happened to overhear the deal I was looking at at the other Chevy dealer and I just happened to be sure that he did and he joined us as they usually do after he looks it up online. Bringing in the big guns to close. SOP. Then the 'what would it take?' comes out finally. 'You'll probably laugh but you asked - $x0,000 with my trade'. I have a great trade and knew what it's worth. They can sell it easily and at a premium. By now it's after 8pm and yes, they WILL stay to get a deal. He even mentioned he was holding up his evening date. Recently divorced just like me, NOW we are bretheren. ;-) So they all retreat to BS, lie, tell jokes and play with numbers. 'This is what we can do $x5,523.00'. 'Not even close' is my answer. He asks where I live and then we discuss the locals hangouts and the online dating sites. I tell him my ex hangs out at his favorite so I don't go there much anymore but I offer to buy him a beer sometime. Back to the deal as it's past 8:30 and EVERYONE involved from 2 sales people, managers, F & I, etc have to stay just in case a deal is made. I hold up the entire remaining staff ;-) They are actually working 3 or 4 signings and it's kinda crazy which makes them want to get done all the more. I respond 'there's no way I can go over $x2,000 so you'd either have to up the trade or lower your price or whatever combination otherwise I just can't do it!'. Almost 9 now. They take it back to Mr Big, come back with the congratulations, I sign a few papers and say I'll be back at noon, then we can all leave. These salespeople put in seriously long hours so go late and make 'em stay. One rule I was taught in sales is - the last person that speaks is the loser. Let them talk but don't give an answer. Let them counter. If not they lose. If they counter and it's good you win 'the game'. If you offer a counter then you just paid them more - you lose.
