With the economy getting better (sorry Toyota), it appears customers are still the same. They still just want a good deal! Who would blame them?  We would too if the roles were reversed.  In fact, you could say it’s the most natural part of every day in the dealership.

If it’s expected and a “natural” occurrence, why then do salespeople get all messed up when an aggressive customer asks about price, invoice, rate, trade-in values, down payment and monthly payments??

Perhaps it is that we all know if these questions are answered with a “number”, then it is very possible the number given may be too high.  However, if we ask what “number” they have in mind, we look like the same sleazy salesperson that caused them to walk out of the last dealership they visited, plus we have now mentally locked them in and only a very long negotiation process might be successful.  I said “might”.  It would have to depend on how you define the word “successful”. Read more…

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