hundreds) of thousands of dollars optimizing their sales systems throughsurveys, psychological profiling, and training.
Your weapons are your knowledge of your credit worthiness (and hopefullythe pre-approval you got); knowing the market value of your trade-in and
the average transaction price of the car you’re buying; and knowing thefacts about the things they like to sell in the Box, such as service contracts (^)
and the products listed below. Plus, you can always get up and walk out.
TIP: They’ll begin to soften you up before you enter the Box.
These days, things often begin before you even enter the F&I office. Thefinance manager—or “business” manager, as they’re sometimes now called
—will come out while you’re in the closing stages of your negotiations withthe salesperson (and sales manager, who is really running the show behind (^)
the scenes from the “sales tower”) and introduce themselves. At this point—especially if you’ve never heard of the tips in the Guide —you’ll have
been at the dealership two or more hours, and will be worn down with allthe negotiations. Don’t forget: That’s intentional.
most likely to get the deepest into your pocket.TIP: No matter how friendly, the finance manager is the one^