I was curious on what to do or say to make the sales manager not think that I will simply use their offer to then go to other dealerships to match and beat? I feel like submitting a detailed lease proposal sheet would made them think just that, and while it clearly sends a message that I’m serious and well versed on the leasing process, they would feel like they’re wasting time on someone who is clearly going to be checking with multiple dealers.
The thing is, if they agree to a target price that I want, I won’t go anywhere else and will happily finalize the deal but how can I offer them that assurance so they take me seriously? A credit app would be one way, I’m assuming… but that’s obviously doing way too much and I’d only do that after they give me an offer.
If you have a lease agreement you’re trying to get them to reach, and you’re super clear, then it shouldn’t take them very long to say yes or no.
They don’t care if you take your yes and go elsewhere since they didn’t invest a bunch of time going back and forth. And they would have that risk no matter what, you’re just being more up front.
Also, having people on the other side of the negotiating table be afraid you could walk isn’t a bad thing. It will incentivize them to give you a deal you won’t try and match elsewhere (since you won’t think it can be matched elsewhere).
You’re overthinking it, as noted above just tell them you’ll be there tomorrow at 1pm to sign if they can get to your target deal of $X payment with $Y DAS (with Z terms). Simple as that.
And a huge difference from asking for their best price, or if they can get to $500/month, or sending them a quote from another dealer and asking if they can beat it, or any of the other ambiguous ways we see folks interact with dealers.
Craft a lease proposal and email it to the sales manager (SM). Be sure to contact the SM first to let them know you’re emailing them your awesome one-page lease proposal b/c you want to close the deal today or, at the very latest, tomorrow. Send the proposal as soon as you hang up. So, it should be ready to go. It must be comprehensive, authoritative, professional-looking, and flawless. Be nice but firm. Explain to them that it is your practice not to deal with multiple dealers simultaneously as it is poor business practice and that you refuse to play foolish games like “can you match this”. Above all, say what you mean and mean what you say. Speak in a commanding and business-like voice that exudes confidence. The idea is to establish good rapport.
I managed car dealerships for 12 years. From my experience, WE KNOW when a client is serious or not. If you know MF, model, expected discount, etc. any experienced manager will take you seriously.
And NO CREDIT APP REQUIRED.
Know what you want to pay, stick to your guns, and HAVE PROOF.
Managers generally know what can be done and what can’t. It’s as simple as that.
Also, it’s more than just selling the car. It’s about whether you will be a future opportunity or referral for the store. Such as will you be servicing the car with them? Will you give him a crappy survey score after your purchase that affects their bonuses?, will you send people their way?
These all matter in the wholistic view of the deal.
One other challenge in doing a professional formal offer for me is that different dealers charge different fees. Some dealers are at $1000 in fees and some are in $3000(pre-delivery service, doc fee, ereg fee, title fee, etc.,). So when we are trying to hack a below $200 deals the fees most of the times are killing the deal than the rebates/discount. This is why I start with getting a quote from them and then make an offer which many times becomes too far off. Once I know the fees, I will adjust my expectations on MSRP discount. I do like the idea for formally making an offer and move on either way.. I always tell them I don’t wanna price match but will need a dealer who can give me this/that.. Any ideas on the knowing the fees before making an offer? Should we also mention these are only fees I would pay? No dealer takes that well.
Some fees you can immediately recognize as garbage or extra dealer profit. For example, there should be no need for a “prep” or “conditioning” fee on a new vehicle. Then you have states like Florida with notoriously high doc fees you just have to live with and find discounts elsewhere in the deal. Check webpages for a list of fees. You’ll find them posted many times including in disclaimers on individual vehicle pricing. You’ll learn to recognize what is fair and what is outrageous.
Agreed and I do live in FL This is why making an upfront offer here became an issue. So I am getting a quote first and telling them this is where I need to be to make a deal with all your crappy fees. I do tell them no addons or markups MF but the fees are indeed outrageous here..
Personally I don’t care how they get to the payment….whether they want to put it in a junk fee or wherever…it’s not my job to tell them how to make the deal. I care about the cap cost or total monthly payment inclusive of everything.
Just go in there with that mindset.
Most dealers cannot change the standard fees as they have to show consistency in each fee for legality purposes. For example, they cannot charge a $85 doc fee for one person and $895 for another. (They can, but it could show prejudice in a court of law). Because of this, a dealer who has a $895 fee can offer a price further under invoice as the fees are inflated than another dealer.
I have found SMs shoot straight with you when I tell them the deal I want. They say right away they’re not willing to discount the car that much. Easy, next.
Do you guys prefer text, email or phone? I find a lot of them prefer text now, which is less annoying than the constant phone calls. But they still play games.
I only do text and bit of emails. But never take calls. Its very hard to track who is who reaching out to multiple dealers at same time. But every time a dealer reveals something that’s helpful with another dealer.
This is why making an upfront offer here became an issue. So I am getting a quote first and telling them this is where I need to be to make a deal with all your crappy fees. I do tell them no addons or markups MF but the fees are indeed outrageous here..