TO (Turn Over) - Why Does It Work?

Auto dealers continue to use this tried and tested sales technique, the turn over. Here's how it works. Once the salesperson has helped you decide on a car you begin to negotiate the purchase price.
 
The salesperson will spec out (list the equipment) the car on a work sheet. Also included on the worksheet is the MSRP (manufactures suggested retail price) and the list price (price that includes any added items). Next the salesperson spins the worksheet around, explains the list of items and highlights the selling price for the vehicle and asks for your okay or acceptance, a signature.

There is a moment of silence. The salesperson waits eagerly for your reply to the sales offer. After you regain your composure from the shock of the total selling price you make your counter offer. At this point the salesperson explains that he/she cannot make the decision to accept your offer. It must be taken to management  and if you'll just okay the price he/she  will take it to management for acceptance. Dealer management does not  let the salesperson know how much profit is acceptable per sale on any vehicle. Some salespersons may go to these extremes to test your seriousness prior to going to management. They are, get your credit card for a small deposit, get a check or get a cash deposit.

Once you meet the minimum test for how serious a buyer you are the salesperson will then take your offer to management for approval. Rarely is your first offer accepted. The salesperson may go back and forth with your counter offers until you are stretched to the limit and ready to walk out.

Before the dealer will let you walk the sales manager will come over to use his/her salesmanship to close the sale, the TO - turn over to management. This sales technique works because the sales manager is an expert at closing and buyers are more responsive to authority. The sales manager can further reduce the price if needed, persuade you to buy a more affordable vehicle or offer you a special price on a "Managers Special."

If the sales manager can't get you to buy you may be turned over to the general manager before you leave the dealership. He can offer even more price reductions. Auto dealers have you talk to managers because the odds of you returning to buy are not in their favor.

Questions to ask the salesperson: Will you have to go back and forth to management for approval? How can I shorten this process? You have sold this type car before, what's the lowest price that will be accepted? May I speak to the sales manager? Will I get the best price from your web site?