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Tag: auto dealership

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Don’t Be Fooled by Four Square

This sales technique is meant to confuse car buyers
Ever seen one of these before? If you have ever shopped at most other car dealerships, you have. In the automotive business, this worksheet is known as “Four Square.” It’s sole purpose is to distract you from the most important part of a vehicle purchase: the price. Car buying involves a lot of numbers, and this system preys on the customer’s lack of detailed knowledge and their reluctance to admit they don’t understand. Here’s how it typically works: The worksheet’s four boxes are filled in with a handwritten trade value of your current vehicle, price of the vehicle, downpayment amount, and monthly payment. The last two will be much more than you want to start with in order to begin the negotiations. Notice there is no line-by-line breakdown. Once you have told the [...]
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