Free preview · from the dealership side of the desk
The finance office is where the deal you negotiated for three hours can grow by $2,000 to $5,000 in forty minutes. Not because anyone lies, but because a trained, friendly professional is presenting products as monthly payments to someone tired and ready to go home. Most people know they should say no to things. They just don’t know what to say.
Here’s one line to use for free: “Could you show me the APR, the term and the amount financed first, before any payment numbers?” From the desk, finance managers respect a calm, prepared buyer and move on quickly from a polite, firm no. Below: the opening that sets the frame, scripts for beating the rate, declining products, negotiating a product you do want, catching payment packing, handling pressure, and a quick reference card to keep on your phone.
Members read the rest · 9 more sections
In the full guide
- Opening: set the frame
- Beating the rate
- Declining products politely
- If you do want a product
- Catching payment packing
- Worked example
- Before signing: what to say
- If you feel pressured
- Quick reference card
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