Down-Payment: The negotiation-box reserved for determining the down-payment requirements needed to take delivery of the dealer-car, now! The selling-strategy for this “box” is for the car salesman to demand extra- high amounts of cash, many times over, before releasing the customer to his closer. Once, the closer has “control” of the customer in the office, he then will continue to demand extra down-payment cash from the customer, until they “believe” in these money-demands as required to take delivery of the dealer’s car, now. If no extra cash is available, the closer may even ask the customer to use their credit cards.
Monthly Payments: The negotiation-box reserved for setting the customer’s monthly-payment requirements to drive the dealer’s car, home. The selling-strategy for this “box” is to allow the salesman many opportunities to confuse and confound their customers by placing many figures in their heads. High monthly-payment’s figures are quoted, first, to continue “shocking” the customer. Then, the car salesman offers lower monthly-payment figures to the customer, so they “believe” a discount was offer by the dealer somewhere on the “worksheet.” Each time the salesman offers lower monthly-payments to the customer, he then asks for more down-payment cash or “takes” equity from the customer’s trade-in, in exchange. Finally, when the closer does enter, to take-over the salesman’s customer, he too continues the same monthly payment “discounting” tactic, until the customer becomes totally confused or confounded and ultimately “believes”

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