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Writing in code
Dealers write numbers they don't want you to know
(your ACV, profit on your deal, cost, etc.) in a simple code.
Instead of using numbers, the first ten letters of the alphabet
are used. A=1, B=2, etc., J=0. Thus if you see 'CJJJ' written
on a trade-in appraisal sheet, you just got a $3,000 ACV for
your trade-in.
This is one area where dealers will really underestimate
you. They will use this in plain sight on paperwork that they
use, and may even hand to you to review. You'll be amazed
at what you can easily find out now that you know their 'code'.
Buy it Today!
The dealer knows his or her best chance to make the
sale is when you are there. They will go to great lengths
to give you the impression that you must buy today or else
you will lose the car or the deal or some other thing.
We have a buyer for your trade
It can be exciting to think that the salesperson
already has a buyer lined up for your trade-in and as a result
will pay you Big Bucks for your car. Of course you need to
trade it in immediately.
Stretching the term
You want your payments under $200 per month? Any
amount financed for long enough will become $200 a month.
Keep an eye on the term of the loan or lease.
Pushing your hot buttons
You have the right to remain silent, anything you
say can and will be used against you. Salespeople will play
on your emotions especially if you help them by revealing
hot buttons.
Devalue your trade-in
'We would give you more for your car but it needs
X which cost $300, and Y which cost $500 and a Z, that's $200.'
The dealer will use anything he can find to put a big price
on repairing and use it to negotiate down the value of your
trade-in.
The 'switch' close
'Well Mr.Jones maybe this car is just too expensive
for you. Let's look at el-cheapo over here.' This relies on
your ego to prove them wrong and buy immediately.
The fear of loss close
'You know Mrs. Jones, I have another customer looking
at this car too, and it is the last one.' Like there will
never be another car you like.
Value package discounts
'You see the manufacturer already discounted the
price right here on the window sticker so I don't have any
room to move.' Not True!
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