The Four Square sales technique

A salesman puts four numbers in front of you: the new vehicle price, your trade-in value, your down payment, and the monthly payment. He’s looking for your “hot button.” When you focus on one of the numbers (say you demand more for your trade-in) he knows he can hook you by meeting your terms on that part of the deal. Problem is, the other three numbers are already inflated to favor the dealer. The Waiting Game:“Let me go talk to my manager and see what I can do,” says the salesman. It’s a classic technique. After what seems like ages, the salesman returns, ostensibly exhausted from negotiating on your behalf. “My boss is willing to come down – this is the best deal we’ve given anyone on this car.” Don’t bite. The dealer’s betting that the longer you sit, the more anxious you’ll be to reach an agreement. The Turnover House:Sometimes the sales manager comes to talk to you himself. Now that you’re talking to the boss, you’ll know you’re getting the best possible deal. The truth is, the “boss” is a professional closer, brought in to win you over when the first string can’t. It’s not uncommon to go through three layers of sales people before you reach the dealer’s true best offer.