Monthly Payment Scam: How To Avoid It?
Sooner or later the cost issue comes up. To take the “sting” out of the discussion, soon many dealers will put the stress on the monthly payment rather and avoid all price discussions.
To the question what it costs, many times the answer will be another question like “what kind of monthly payment were you looking for”? This switch to payment and the customer may never realize they left the cost issue entirely and may never get back to it.
Most of the time, the salesperson will leave it up to the Closer or the Finance Manager to handle the price issue and try to stick to the payment topic alone. The advantage of this point is that this usually keeps the less experienced sales person from costing the dealership money that the Closer or Finance Manager can make for the house (i.e., the Dealer).