May 2016: Use your research skills to find the best price.
From the comfort of your own home or coffee shop, you'll get the best deal, before you walk into the dealership, by having a confirmed offer via email of the final price you'll pay for the car. No pressure, no stress, just pure happiness.
I will walk you through each step of buying a car the coolest way possible: utilizing the power of the internet as well as high level business negotiating techniques, while being treated nicely throughout the experience.
The goal: get a ridiculously low price and get a great story.
Just like lawyers and athletes, 80% of the work is preparation, 20% is execution.
Block off 3-6+ hours for a new car purchase.
Download 2 documents to use as tools throughout the course.
Sell your used car as a different transaction on a different day.
Beware and avoid the Four Square technique!
Control the process and avoid annoying spam.
Your FICO Score: subtly but powerfully important.
Calculate Your Total Cost (not Monthly Payment)
Edmunds Car Incentives for Financing
2 Week Maximum Timeframe
What's really motivating a car salesperson?
Tough & Mean --> Lame
Smart & Strategic --> Awesome
Don't just read a script: connect with people.
Guessing vs. understanding makes all the difference.
Think EBay vs. Craigslist: 20X bidder difference.
You want as many dealerships bidding for their lowest price.
This is better than shopping online and way better than shopping in person.
Flexibility & Psychological Advantage
Make it EASY for dealerships to compete
Why is it effective? You already have another offer in hand!
Sounds counter-intuitive but it is VERY powerful
Gives you the ability to SHOP best prices
Gives you time and space to gather your thoughts and weigh options
Note: dealerships do this all the time.
“People only appreciate what they work for.”
You want as many dealerships as possible bidding as EARLY as possible
Sales person's commitment: 100%
Your commitment: 10%-30%
Comfortable! Comfortable! Comfortable!
You've structured the deal like an EBay auction --> Best Price
You have very little psychological commitment
Salespeople are motivated to give you a low price and to be nice
Clarifying your needs gives you power: you must chose 1 specific make & model!
Fill in your needs vs. wants in your Worksheet Doc
A≈B≈C but still make them compete on price
Link your needs with the power of full vs. limited authority
Needs – (require) Full Authority
Wants – (only require) Limited Authority
Let's clarify their real needs to give them everything but a high price.
Set your goal: lowest price locally and nationally
Do the grunt work upfront: log in the basic data, so you can negotiate easily later
Tone— Your message is determined by 55% body language, 33% vocal elements and 7% words
How, when and who to call; it's nice to be organized.
Get emailed OTD price confirmation to secure the deal.
Reading of the script for the sake of tonality and demeanor.
Note the re-framing that takes place to consistently regain control of the conversation.
Continuation of the script read.
Learn how to adapt to common objections.
Build the relationship
Appreciate, be kind and keep it light, while remaining strategic
Reframing techinques explained in detail
The deal is done! You got the lowest price OTD emailed to you. WooHoo!
(Let's just double check the stock and VIN number)
Basic package vs. premium package? No thanks!
Only buy if you shop around.
I have crafted this course for those who want to learn to negotiate the way that I do at Cars Negotiated, an auto buying service for consumers.
I enjoy the process of negotiating and I love teaching, so please reach out with specific questions regarding your situation.