Add-Ons

“The price of these items is not negotiable.”

Comment: The price of everything is negotiable

Credit Report

“Hmmm … your credit scores are lower than we expected.  Our financing source is going to expect a higher interest rate on your loan.”

Comment: Did you obtain financing from an Internet source, a local bank or a credit union before going to the dealership?

“We only use (name of another credit bureau) since they have more accurate information.”

Comment: Did you order the FIFO package which includes the credit scores from the three major credit organizations?  The statement is irrelevant if you obtained financing before going to the dealership.

“Your credit rating is great but your spouse is dragging down your score.”  

Comment: Did you include your spouse’s credit report in your Buyer Information Folder?  The statement is irrelevant if you obtained financing before going to the dealership.

Etching

“Your Bank/Credit Union/Internet financing source requires you to have your vehicle etched.”

Determine if your financing source requires Etching before going to the dealership.

“Your insurance source (agent, company, Internet site) will substantially reduce your vehicle insurance if your vehicle has been etched.”

Determine if your insurance company will substantially reduce your insurance premium before going to the dealership 

“The police department recommends all vehicles be etched.”

Contact your local police department for their opinion before going to the dealership.

Financing New Vehicle

“We can get you the best interest rate from one of our 50 funding sources.” 

Maybe!  Check the dealership rates against your pre-approved rates from the Internet financing source, local bank or credit union.

“We can’t sell you the vehicle at the agreed price unless we finance it.”

Remember they are not the only place which sells this model of vehicle.

Insurance, Credit Disability

“Your Bank/Credit Union/Internet financing source always requires Credit Disability Insurance.”

Comment: Determine if your financing source requires Credit Disability Insurance before going to the dealership.

“You can’t drive your vehicle off the lot without Credit Disability Insurance.”

Comment: Determine if your financing source requires Credit Disability Insurance before going to the dealership.

“Your insurance source (agent, company, Internet site) has a poor reputation for paying their claims.”

Comment: Always check your insurance company’s rating during your insurance research.

Insurance, Credit Life

“Your Bank/Credit Union/Internet financing source always requires Credit Life Insurance.”

Comment: Determine if your financing source requires Credit Life Insurance before going to the dealership.

"You can’t drive your vehicle off the lot without Credit Life Insurance.”

Comment: Determine if your financing source requires Credit Life Insurance before going to the dealership.

“Your insurance source (agent, company, Internet site) has a poor reputation for paying their claims.”

Comment: Always check your insurance company’s rating during your insurance research.

Insurance, Gap

“Your Bank/Credit Union/Internet financing source always requires GAP Insurance.”

Comment: Determine if your financing source requires GAP Insurance before going to the dealership.

“You can’t drive your vehicle off the lot without GAP Insurance.”

Comment: Determine if your financing source requires GAP Insurance before going to the dealership.

“Your insurance source (agent, company, Internet site) has a poor reputation for paying their claims.”

Comment: Always check your insurance company’s rating during your insurance research.

Negotiating

“The Dealership has to make a profit.” 

Comment: Yes, but this is a commodity product … maybe I should be talking to the dealership across town.

“Your salesperson is only going to make $100 on this deal.”  

Comment: When did the structure of the dealership’s salesperson compensation program become my problem?

“If we can’t pay our sales people how will you buy your next vehicle?”

Comment: Maybe it is time, after 100 years, for dealerships to change their business model.

Registration of Parts

“Your Bank/Credit Union/Internet financing source requires you to have your vehicle tagged and registered.”

Comment: Determine if your financing source requires your vehicle to be tagged and registered before going to the dealership 

 “Your insurance source (agent, company, Internet site) will substantially reduce your vehicle insurance if your vehicle has been tagged and registered.”

Comment: Determine if your insurance company will substantially reduce your insurance premium before going to the dealership.

“The police department recommends all vehicles have their parts registered.”

Comment: Contact your local police department for their opinion before going to the dealership 

Trade-In, Valuing A

“Trade-in pricing from Autobytel/Edmunds/Intelliprice change every month on the XXth.”

 Comment: Hmmm ….just happens xxth is today and you printed those reports last night!

“Those reports never reflect the value of trade-ins for this area.”

Comment: Actually the purpose of these independent services is to reflect the value of trade-ins for each area.

“The Autobytel/Edmunds/Intelliprice reports the dealership buys are more accurate than the free reports available to the general public.”

Comment: Dealerships use the same reports as the general public.

“We are currently in the middle of a used vehicle glut which is not reflected in the Autobytel/Edmunds/Intelliprice trade-in values.”

Comment: Vehicle market is always in the middle of a used vehicle glut!

“We have to deduct $XXXX from the report for reconditioning of your vehicle.”

Comment: Reconditioning your vehicle is a dealership cost of doing business.

“The auction is only offering $XXXX for this vehicle.”

  Comment: The dealership not the auction is buying the used vehicle from the buyer.

“We bought a similar vehicle last week with lower mileage for significantly less.” 

Comment: Wow … they are doing you a favor! 

“We will take any vehicle in as a trade-in no matter how much you owe?”

Comment: Maybe ... but you will continue to payoff your trade-in as part of the monthly payment for your new vehicle.

Miscellaneous

By telephone --- “We have good news for you. Come in so we can discuss it.”  

Comment: Means come in so we can see if we can put some sort of deal together.

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