|What would you think of a dealership that, after haggling back and forth over price with you and agreeing to a $50,000.00 "out the door" deal for your new truck--tried to change the price back to $54,999.99 at document signing???|
The Dealership wants the absolute top-dollar for the shiny brand new truck.
The customer realizes the value of the truck, likes the product, does his research, does his homework, figures out what a fair price is, and he goes to the dealership--because he needs a new truck.
The buyer arrives on the lot and spots the brand-new, fire-engine red full-sized pickup he wants. Shortly thereafter, a salesman arrives.
The buyer takes a test drive, looks the truck up and down, and looks at the sticker knowing he cannot and will not pay that full retail cost of $55,000.00--because that price is an inflated price and other dealerships have sold similar trucks for around $50,000.00.
"Are you willing to make a deal on this truck--are you the decider on the price?" the buyer asks.
"Absolutely--make me an offer!" says the salesman.
"I'll give you $45,000.00 total today--in cash, out the door" says the buyer.
"Okay, I'll see if I can go that low, I'll go run some numbers with the sales manager" The salesman states. A few minutes later, the salesman returns, and he looks the buyer in the eyes and says "We can't go $45,000.00--but we can make a deal at $50,000.00."
"Out the door?" asks the buyer
"Out the door" states the salesman
"You've got a deal--$50,000.00 out the door!" says the buyer. As the salesman and the buyer exchange a firm handshake and look each other in the eye, the buyer says "I'm going home to get the cash, my wife will have to approve this but she wants this truck more than I do, so you have a deal!" Excitedly the buyer heads home to get the $50K. On the way out the door, he calls out to the salesman "Get it prepped and gassed I'll be back in half an hour!"
Upon his return, with his wife and a shoebox full of $100.00 dollar bills totalling $50,000.00 in tow--the salesman ushers the couple into a cramped cubicle....
"Here's the $50k, where do I sign?" asks the buyer.
"Okay, well about that deal.........our finance guy has been out for awhile, and the manager has overruled my deal--you see, we need to charge you for tag, title, fees, underbody rust protection, gap insurance, roadside assistance and also the dealer prep fees"
"Okay--I get that" says the buyer--"Subtract that out of the total and balance the deal at $50,000.00--because we made a deal--$50,000.00 cash out the door---we shook on that!"
"I'm sorry sir, the manager told me to tell you NO" said the salesman looking down, not making eye-contact.... "but here is some good news--once we add in the items I've been told MUST be added back, your new total price is only.....$54,999.99" Now, do you want to start re-negotiating, I can go get my manager, we can take all that cash and work out some new terms for the difference......"
"Wow--are you serious?!?" Says the buyer. "I don't want to re-negotiate, I want this truck for the price you and I agreed on and shook on--because that is the honorable way to negotiate!"
"I'm sorry sir, the manager won't let me honor our deal" says the salesman looking straight down at the floor. "I'm really sorry..."
"You ARE SORRY, and Your dealership IS SORRY!" says the buyer