How To Negotiate Cars To Satisfaction

[ 0 ] May 4, 2015 |


Most people fear negotiation. But by putting a different face on the traditional thought toward the topic, you will find negotiating as simple as asking a friend to go to a movie with you!

Questions to Ponder

If you could see negotiating in this light, would you ask for more, more frequently?  What would this do for your business or career?

These are questions worth contemplating to find the well-deserved answers.

As you become willing to exchange hard core tactic negotiation for the friendly ask style, it becomes very easy to negotiate just about anything you desire. This is particularly true during the holidays and surprisingly applies to negotiating cars!  Relying on your friendly smile and inquisitive nature, you will open up the conversation to additional possibilities never before thought possible.

Sales Wisdom: To consider your negotiation a success, the conclusion of the transaction should be satisfying for all.

Sales Negotiation Strategies

Most people fear purchasing or negotiating cars because it is incorrectly believed that the salespeople “have you” the minute you step into the showroom. After all, why would a salesperson consider negotiating a lower price than first offered knowing that you wish to satisfy a loved one at holiday time with a particular model?

The art of any negotiation, or sale, is to begin from the other person’s perspective.  Therefore, turn the question around.

What might be on the salesperson’s personal agenda?

Most likely, he-she needs to sell enough cars to make quota. Understand that during the year, sales are in short supply and income is minimal. They, too, are trying to satisfy loved ones during the holiday.  Next, bonuses are available only when the sales numbers achieved are higher than the quota set for selling the required number of cars.  It’s also true that the salesperson will earn an extra bonus selling at the initial offer price due to extra margin built into that price.

Is it your obligation to help the salesperson earn their bonus?  The answer is, only if you have extra money to spend!

Sales Knowledge: Anyone has the right to say, “yes” or “no” to an offer so there is NO Obligation on either side of the negotiating table. Walking away is always a viable solution for either party.

Before You Enter A Showroom

Know your budget, do your research on value-cost, and most importantly, leave all emotion at home.  Enter the showroom with a smile and demonstrate calm.  When you see exactly what you do want, hide emotion by remaining calm, analytical, and be cognizant of what you promised yourself.

Thoughtfully ask questions important to you, test drive the car, and then begin the friendly ask for what you are willing to pay.

The Sales Game

No matter what you offer, it is highly likely the salesperson will return with, “I can’t match that.” Acknowledge the difficulty and then suggest perhaps the Manager has more leeway in finding a satisfactory price point.

Buying a car is a time-consuming process, so bring a phone or book to occupy your time, and to avoid looking desperate during the, “I need to ask my manager” phase of the negotiation. A continued smile, calm reaction, and having something to occupy your attention does wonders as it appears you are there for the long haul to figure the deal out to satisfaction.

The calm and collected you will lead to exactly what you want as well as the Smooth Sale!

Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored two books: The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and community service led to the writing of her second best-selling book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.”

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Category: Career, Career Development, Sales & Marketing

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About Elinor Stutz: Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored two books: The international best-selling book, Nice Girls DO Get the Sale: Relationship Building That Gets Results, and community service led to [...]
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