Dealership Drama-rama

Dear Miss Mota Mouth,
How many trips does the salesperson need to make to talk to his Manager before he can get down to the REAL basics of a fair price?
Betty, AZ

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Dear Frustrated in Phoenix,

Don’t you just love the theater? Where better to get to see the antics of struggling thespians, amateur and professional alike, on stage create an illusion before the eyes of an audience than in the great halls of the ….erm…local car lot.

The scene that you are asking about is the same one that is played out on a daily basis everywhere. We have all experienced it. The question is whether this is a tragedy or a comedy and the answer lies in how much you know about car salesmen.

When you sit down for the negotiation of a car price, the salesman will fiddle with prices on a sheet of paper and then sigh and moan a lot about how he just doesn’t know if his general manager will approve the offer. He will then say that he has to go ask (and even pretend to ally himself as if he is going to battle for you) and shuffle off to the Big Guy behind the glass.

Here is what you think is happening as your palms get sweaty: Car Salesman Mike is standing sweating below a big evil boss who will be downright angered that Mike has dared to approach him. Mike will be told after a stern lecture that there is no chance that the offer can possibly be accepted.

What is actually happening: Salesman Mike goes in to General Manager Andy, perches on the edge of his desk and they proceed to shoot the proverbial baloney and after a bit of time, Mike hangs his head, slumps his shoulders and trudges out to break it to you that your offer is just far too low.

Why are they doing this? They are wearing you down. Any taxing of your patience with a high ticket purchase like this is an emotional experience for any red blooded human being! They will also waste time and your energy by taking an excessive amount of time appraising your trade in car.

So what should you do? Insist on talking to the manager yourself if there is any doubt that your offer is not fair and if you have done your research ahead of time, you will know what the right price is. Similarly your trade in should be researched in advance too so that you know what a fair price is for your car. Or, even better yet, do your research and buy online at your own pace. Buying from virtual dealers now puts you in control of the situation.

Remember that the show will go on.

Dramatically,

M

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