The Typical Car Dealership Process

… And How We Negotiate With the Car Dealerships On Your Behalf to Make You the Winner

From the moment you walk into the typical car dealership the salespersons job is to land you on a car, talk you into taking it today and paying to much for it. They don’t want you to leave and go to next dealer and compare prices.

During the meet and greet the whole rehearsed process begins with finding out as much information about what kind of vehicle you have, how much you are paying now, if you are trading it in, what you want to pay for the new car, etc. etc.

After you drive and like the new car, the salesperson’s job is to have you pick one out on the lot, so you the customer gets emotionally attached and excited. Most people at this point can’t wait to take the vehicle home and show it to there friends and family.

Now the fun begins. The salesperson has already found out a lot of information from you during casual conversation and is now going to use it to sell you the car for the most profit possible.

If you the customer have done some research and your goal is to buy the car as close to invoice price (dealership cost) then the dealer just lowers your trade in price or increases interest rates. This will take back the savings you have gotten by lowering the selling price, but chances are they have made some or the entire discount back in another way. There are many ways for dealers to make money besides the selling price of the vehicle.

This whole negotiating process can take hours of your time. That is also part of the strategy to wear you down to the point that all you want to do is sign and get it over with. And if all this did not get you the price or payment that you wanted, then comes in the managers (closers) to wear you down some more and use lines like” I just talked to the owner and got the ok to sell it to you at cost”, “We will lose money on this deal but we need one more sale today”.  And so on.

The bottom line is that unless you are one skilled negotiator and have done all the research, it is going to be impossible to know for sure whether you got a good deal or not.

For every hour of research you do, the professional sales person has weeks of training.

Looking at car dealership profit on sales from vehicle to vehicle one can see that many more customers pay too much versus those who get fair deal.