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This is because the Finance Manager has been working car deals for years, maybe decades, and he or she knows very, very well how to close a sales prospect. Those who are successful in the car business over the long haul are the superstars, the Delta Force, of sales people. Real estate? Pshaw! In what other business are you expected to sell a thirty thousand dollar product to a complete stranger,TODAY? Right. Now.
The income and livelihood of dealership employees depends on selling you products that you may or may not need. The amount of pressure on them is enormous, and their value to their employer can be measured by this months production. Last month was sooo...last month!
CAR FU prepares you not to do battle (though you will be well-equipped to do so) but to assert your influence as the buyer in order to maximize the value of your purchase and minimize the amount of your precious time that is spent on it.
It is not about "beating the dealership", because that is a ridiculous and self-defeating approach.
{Please trust me on this: If the dealership sells you a car, it is because, after careful consideration, they have decided it is in their best interests to do so. Period. I have never heard of a dealer coming out into the showroom, hat in hand, to bow before their conqueror. It just ain't gonna happen. Additionally, if you are thinking of "beating" the dealership going in, your serenity is already shattered and you are already losing.}
It is impossible to measure the value of our personal and family time, and for those who want to negotiate, please tell me: What sort of negotiation takes place at one parties place of employment during the other parties time off? The leverage of time is everything and can only be applied by one party in that scenario.
Unlike many martial arts, one does not begin CAR FU with a white belt that progressively gets darker as more is learned. In CAR FU, one begins with NO belt, and pants down around their ankles...
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