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Car Buying Guide Detroit MI

A typical car dealership negotiation scenario has the customer sitting in a small office near the showroom and the sales manager in another office on the other side of the building.

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Car Buying Guide

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A typical car dealershipnegotiation scenario has the customer sitting in a small office nearthe showroom and the sales manager in another office on the other sideof the building. The hurried salesperson nervously runs back and forthbetween the two offices holding a piece of paper called a 4-Square,showing the sales numbers of the "deal" and the history of thenegotiation. This traditional approach purposefully slows thecommunication process down, puts the sales manager in charge, andcreates a "good salesperson/bad salesperson" environment to thedetriment of the buyer. If the deal begins to fall apart, the managerthen shows up to save the day. Considering this, it is not surprisingthat many people loathe the process of buying a car.

To alleviate many of these issues, it is imperative to meet and workwith the decision maker"the individual who controls the final price onthe car"during the negotiations. Every dealership works differently,but this person could hold the title of Fleet Manager, InternetManager, Sales Manager, or Finance Manager.

There is no need to alienate the salesperson once you have completedthe test drive. Simply make it clear that you would like to negotiatedirectly with the manager when the time comes. Better yet, after thetest drive, go home and contact the Internet Manager or Fleet Managerdirectly through the dealer's Web site. Meeting and working directlywith the decision maker puts a face on the names and it retains the"human aspect" to eliminate much of the animosity. In nearly everysituation, the negotiation will conclude much quicker, the process willbe less stressful, and the customer will be happier.

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  • How do I buy anew car?


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