It amazes me how some auto dealers still play the game this way. Certainly there is an art to the sale, but the guys at this Dallas area dealership are probably wishing they dealt in a more straight forward and transparent manner.
An up comes in ready to buy. He and his wife are dead set on buying a new car and looking to do a Cash for Clunkers trade. They've done their research and know their vehicle qualifies for $4,500 under the government's CARS program.
The dealer decides to milk it for all it's worth and ties them up in the old sales manager's office back and forth. After a hour and a half, the customer gets pissed and walks. The dealer gets nothing but a really poor review from a noted columnist.
Now why on earth would you make a lay down so difficult? Especially these days!
Work the deal but for Godsakes, make it work!
The world of car sales is changing at warp speed. Those that get it stand to win and those that don't are going to get left behind quickly.
Just remember, each prospect deserves to be treated with respect - regardless if they come in with a chip on their shoulder or not. After all, they might just be a noted columnist...
http://frontburner.dmagazine.com/2009/08/12/new-car-dealer-con-game-involves-cash-for-clunkers/#more-24458
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