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You Delay the process............
Use of this tactic is especially effective if you arrived late in the day, towards the end of the month, and you are a real buyer.
Usually customers get nervous because the salesperson used delay as a tactic. However at the end of the day, the salespeople want to go home, and no matter how cool they look, the longer you keep them late, the more they resent it and the more they speed up the whole negotiating process. They can't kick you out, they don't want to kick you out, they just want to get the deal over with, even if they don't make as much money as they really would like.
If you have judiciously been using all these techniques at the right time in the negotiation, you are also creating, for the salesperson, a feeling of tension that will let you get the upper hand in the negotiation.
Most people will do anything to reduce the tension in their lives. They are basically nice folks who get through life compromising and pleasing others. These are great people to have in a family or to marry, but they are not the right people to go into a negotiation against a powerful personality type. Car dealers handle these people by continuously pushing them to the max. The salesperson constantly creates stress and forces the buyer to find solutions to the problems they, the salespeople, fabricate. When you sense that you are being put under tension created by the salesperson, raise the tension level yourself. This is hard for most people to do, but the only other way out is to give in.
YOU can turn the table on the salesperson.............
Salesperson:"I am sorry to say this, Mr. Leon, but your trade-in is just not worth $2000. Now, my previous figure was only an estimate. My manager just told me that I overestimated. Our used car manager can only give you $1200 for it. Now, can you come up with another $1000 so we can wrap up the new car purchase?"
You:"I am really upset about this. You gave me your word that the trade-in was worth $2000. I am about to terminate this discussion right now. Get the sales manager." (act as though you're about to leave.)
Salesperson:"Wait a minute, wait a minute" (suddenly scared, because he has obviously misjudged your reaction, since he was hoping for an acceptance of the lower price by you) "let me talk to him again. Maybe I can get you a better price for your car."
You:"I'm gonna give you exactly 5 minutes to get this thing straightened out, then I'm gone."
Salesperson:"I assure you this won't happen again."
First you have a "broken record " technique where you repeat your fundamental demands over and over again sometimes adding an exclamatory comment.
Next you can resort to those two powerful statements namely, "You've got to do better than that", and "Hey, why won't you let me buy a car today?"
There is always the old delay tactic which, if you are patient, will almost always benefit you.
"No"
When you get to a point where you are almost in agreement, and the sales manager (the salesperson is crying in the back somewhere) offers to split the difference, don't do anything right away, say "no" again.
Congratulations.............you're about to make the most satisfying purchase of your life!
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