New Car Dealers Psychological Sales Tricks

I can give you the shopping tips that will aid you in saving $1000, $2000, maybe even $3000, on your next new car or truck purchased.

You can forget about buying your dream car or truck for dealers cost or $50.00 over cost. Knowing dealers cost is not going to make an idiot out of the dealer. He can't keep that fancy dealership going with $50.00 per vehicle. You have to get real about that. On the other hand, after you have the all of the facts, $50.00 over "invoice" may be too much. "Invoice"..."Cost"...They are not the same. Even at invoice a dealer has a pretty good chunk of profit. More about that later.

Selling has always been a relationship game. The good salesman is friendly, sometimes funny and pleasant to be around. Salesman, for our purpose here, means man or woman. There are plenty of both who are excellent at selling. As competition grew keener, sales trainers grew more crafty and introduced some psychology into their training agenda.

Today's refinements of the art of selling are mostly psychological. Even though they usually hire high school graduates, college drop-outs, and/or retired persons in need of a supplemental income. Some make good salespersons, some don't. The trainers hone the rough edges from these men and women by teaching them some psychological tricks to keep you off balance. But, more about that as we go along.

They begin by teaching the "Seven Steps of A Sale". Some teach ten steps but they are just breaking one or two down further. The Seven Steps came as a result of Sales Engineers breaking down what successful salesmen did to sell cars. After they had finished their analysis, they condensed the salesmen's work to seven steps.