Free preview · from the dealership side of the desk
Pressure in a dealership rarely looks like shouting. It looks like a friendly salesperson saying the price is only good today, a manager who “fought for you,” a deal that takes four hours, or keys that went for an appraisal and haven’t come back. Each move makes leaving feel harder than signing. Most buyers don’t lack willpower; they lack the words.
Here’s one for free. When you hear “This price is only good today,” say: “If it’s a good deal today, it’ll be a good deal tomorrow. Please put it in writing.” Real incentives do expire, so ask what exactly expires and on what date. From the desk, these tactics stop working the moment you name them calmly. Below: scripts for nine more, including the payment question, the four-square, held keys and “everyone buys this,” plus the walk-away, word for word.
Members read the rest · 13 more sections
In the full guide
- 1. "This price is only good today."
- 2. "What monthly payment are you looking for?"
- 3. "If I get you this price, will you buy today?"
- 4. The four-square or "the manager" back-and-forth
- 5. Your keys or license are "being held"
- 6. "Someone else is looking at this car."
- 7. Endless waiting
- 8. "We can't remove the add-ons; they're already on the car."
- 9. In the finance office: "Everyone buys this."
- 10. "Your credit only qualifies for this rate."
- The walk-away, word for word
- Worked example
- Before you go: commit to your walk-away points
Knowledge Hub membership · $49/mo, cancel any time
Read the full guide — join the Knowledge Hub, $49/mo, cancel any time
Every guide, checklist and script we use with clients, written from the dealership side of the desk, with new material every month. Start with a free account; you land right back on this guide.
Read the full guide — $49/moAll Hub guides
Cancel in one click; no contract. Members also get the checklists and scripts that go with each guide.