WHOEVER TALKS FIRST LOSES…
I decided today to provide you with some quotes from yours truly.
In fact – I used to present these as an entire module at my events so watch
your mailbox this week for some additional ones. They provide real world advice.
Yesterday my wife and I decided to get a new car. The lease on her car was up
and with gas prices going thru the roof we decided to get one that gets better mileage.
I WON’T BORE YOU WITH ALL THE SHOPPING WE DID– BUT YESTERDAY
SHE FOUND ONE SHE WANTED.
Now unlike most people – I LOVE NEGOTIATING !
So here we are in the dealership with the salesman and off we go.
All I kept hearing in my head was– OK- LET THE GAMES BEGIN!
Now think about what I said was the quote of the week ok?
So he asks me what we want to pay a month– I say zero!
For those of you on this list in the mortgage industry – you already realize that if you tell us what
You want your payment to be we can quickly tell you the price– No negotiation needed.
He laughs- but I say no– I am serious!
THEN I DID SOMETHING UNUSUAL!
I told him we had a car to trade- and a bottom line figure we could pay.
Here’s how I did the math.
— I knew we had equity in our car- so I took the highest number we were offered.
( BTW- he showed us the invoice and the hold back and also the incentive)
– BUT I took 15% off the sticker price..
Here’s the math
Our car was worth 31,000 and we owed 22,000 — his sticker was 43,200
I told him our figure — and said that was what we had to work with.
He immediately came down 6200.00 from his original figure.
HEY – YOU STILL WITH ME HERE????
Good- So he asked me what was fair? I said that depends on you ….
He came down some more.
Finally I told him we had 27,000 to work with
This included our trade- and cash– and I didn’t really care how
he moved the numbers around.
OH- and that 27,000 included tax- tags and anything else he could think of
We went back and forth…
Finally the general manager came out and said
look we are losing money on this deal as it is and we
are only 500 apart….Can’t you come up ?
I said no and we left …
In the parking lot the salesman rushed out to ask us to just split it 250 and 250.
HER NEW CAR IS IN THE DRIVEWAY!
I know this post has taken several twists but what I want you to take away
from it is that HE negotiated with himself.
I never quoted a price until the very end when he had come down as far
as he said he could..
Remember– he did come down even more — and continued to negotiate
IT”S ALWAYS GOOD TO LISTEN AND ASK MORE THAN TALK WHEN NEGOTIATING!
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