confessions of a car salesman


This should be required reading for anyone who gets within 200 yards of a car dealership.

“The other boxes on the 4-square are for the price of the trade-in, the amount of the customer’s down payment, and the amount of the customer’s monthly payment.

‘When you negotiate, this sheet should be covered with numbers,’ Michael said. ‘It should be like a battleground. And I don’t want to see the price dropping five hundred dollars at a pop. Come down slowly, slowly. Here I’ll show you how.'”

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