The Negotiator
I recently decided to buy a Prius (Toyota’s Hybrid car). I have never owned a new car much less ordered one. I did okay making the decision and ordering it – I knew what I wanted and I knew roughly how it fit into my finances (never as nicely as I’d like!). These cars are quite popular now and they can’t keep them in stock, so you really can’t buy one off the show room floor, everyone (in my area) has to order it and wait for it to come in.
I got a call from my salesman last week – my car is on it’s way and will be here within a week so why don’t I come in and talk about the trade in on my Honda. NOW comes the trauma – negotiating a large financial purchase. I am TERRIBLE at this sort of thing – I always feel weak and defenseless – like they hold all the cards and I am at their mercy. I’m pathetic, really!
BUT NOT THIS TIME! -- I am so proud of myself!! I didn’t let that big bad car salesman give me an ounce of shit! I came prepared; I knew that he was using Kelly Blue Book’s web site and I came prepared with what the full trade-in value is ($7,300) and what their resale price might be on my car. He came in with some ridiculously low figure for the trade in on my Honda ($5,800) – it was insulting! (but not too surprising, right?). I reminded him that our transaction was about the sale of the Prius and not about the re-sale of my Honda, and that when it comes right down to it, who cares if they don’t make any money on re-selling my Honda, they are selling me a brand new Prius. “Look at it this way” I said, “if I walked in with cash, OR if I walked in with no money and was financing the entire Prius, there would be no trade-in and I would still get the Prius for the same price.”
He songed and danced around a little bit and said, “so what do you think we should do?”
I said, “I think you should call the next person on the list waiting for a Prius and I’d appreciate getting my deposit back” (HA! Take THAT mean old Mr. car salesman!)
He songed and danced some more and then came up with a new angle and said “MAYBE I can find a wholesaler who would be willing to take it for that price. Yesterday I got a woman an extra $1200 for her car that way. Let’s try that first.”
“Sounds like a good idea.”
Then he asked me, “if I could get $7,000, would that work for you?”
I said “well” (pause) “if you had offered $7,000 I wouldn’t have asked for my deposit back”
A little more small talk and I was out the door. He called me 3 times in the next hour – he got his own re-sale guy to come up, and then up again -- now he’s at $6,800
I said, “well, you’re going in the right direction, aren’t you?”
Then he songed and danced about how my car just isn’t worth the full trade in value because of bla bla bla.
Once again I reminded him that he really shouldn’t care how much they are going to make reselling my Honda, the transaction is about selling me the Prius.
He said he’d call me in a day or two.
(HA!)
Okay – I know he’s only $200 away from what I will accept (and $500 from my best hope) and over the life of the loan that will be squat in my payment – I may end up settling for it if he really sticks to it, or I might end up walking – not sure yet. But I am putting up a damn fine fight! He may have people waiting in line to buy Priuses, but every one he sells is more money in his pocket! My last argument to him, if he doesn’t come up, will be this: “I am going to buy a Prius soon, but if it’s not now, then it won’t be from this dealership. This dealership seems more focused on their re-sale market then on their new sales market”
(Either that or I’ll cave in and buy it at his offer)
I got a call from my salesman last week – my car is on it’s way and will be here within a week so why don’t I come in and talk about the trade in on my Honda. NOW comes the trauma – negotiating a large financial purchase. I am TERRIBLE at this sort of thing – I always feel weak and defenseless – like they hold all the cards and I am at their mercy. I’m pathetic, really!
BUT NOT THIS TIME! -- I am so proud of myself!! I didn’t let that big bad car salesman give me an ounce of shit! I came prepared; I knew that he was using Kelly Blue Book’s web site and I came prepared with what the full trade-in value is ($7,300) and what their resale price might be on my car. He came in with some ridiculously low figure for the trade in on my Honda ($5,800) – it was insulting! (but not too surprising, right?). I reminded him that our transaction was about the sale of the Prius and not about the re-sale of my Honda, and that when it comes right down to it, who cares if they don’t make any money on re-selling my Honda, they are selling me a brand new Prius. “Look at it this way” I said, “if I walked in with cash, OR if I walked in with no money and was financing the entire Prius, there would be no trade-in and I would still get the Prius for the same price.”
He songed and danced around a little bit and said, “so what do you think we should do?”
I said, “I think you should call the next person on the list waiting for a Prius and I’d appreciate getting my deposit back” (HA! Take THAT mean old Mr. car salesman!)
He songed and danced some more and then came up with a new angle and said “MAYBE I can find a wholesaler who would be willing to take it for that price. Yesterday I got a woman an extra $1200 for her car that way. Let’s try that first.”
“Sounds like a good idea.”
Then he asked me, “if I could get $7,000, would that work for you?”
I said “well” (pause) “if you had offered $7,000 I wouldn’t have asked for my deposit back”
A little more small talk and I was out the door. He called me 3 times in the next hour – he got his own re-sale guy to come up, and then up again -- now he’s at $6,800
I said, “well, you’re going in the right direction, aren’t you?”
Then he songed and danced about how my car just isn’t worth the full trade in value because of bla bla bla.
Once again I reminded him that he really shouldn’t care how much they are going to make reselling my Honda, the transaction is about selling me the Prius.
He said he’d call me in a day or two.
(HA!)
Okay – I know he’s only $200 away from what I will accept (and $500 from my best hope) and over the life of the loan that will be squat in my payment – I may end up settling for it if he really sticks to it, or I might end up walking – not sure yet. But I am putting up a damn fine fight! He may have people waiting in line to buy Priuses, but every one he sells is more money in his pocket! My last argument to him, if he doesn’t come up, will be this: “I am going to buy a Prius soon, but if it’s not now, then it won’t be from this dealership. This dealership seems more focused on their re-sale market then on their new sales market”
(Either that or I’ll cave in and buy it at his offer)
posted by 10-8-ious | 3:59 PM
1 Comments:
Wooo Hoooo! Go Dale! You are the woman. I feel the same way about going in to talk to a salesperson. Any salesperson. I am proud of you for not giving in. He can come up another $200.00. As you said, it is nothing when you figure it into your monthly payments. It is nothing to them either. Keep it up!
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