it is quite manipulative. It is designed to help a salesperson figure out yourhot button(s), and to keep you off balance.
The four moving parts to a deal, as illustrated by the Four Square, are:
- Selling price
- Trade-in value
- Monthly payment
- Down payment
A salesperson’s training is to ask enough qualifying questions to determinewhich one of these parameters is your hot-button issue. He then “opens” or (^)
“closes” each square to give you the illusion of options—like a shell game.Once he has determined which square you are most focused on, all other
numbers are moved around to make that one box the most attractive(chart)—though often little actually changes behind the scenes. Below this (^)
example, in detail, is each part: