The salesman must then reenter
the closing room with either an approved deal, as mutually agreed upon, or
a counteroffer to present for your approval. In the latter
case, when you ask the salesman how much your car is worth, he will have
his sales manager perform an appraisal on your car. The sales manager will
give the salesman an offer to present to you.The salesman must
then sell you the deal his sales manager has written. For
the most part, the advantages of the latter favor the customer; you make
no commitment to buy, whether or not the figures are exactly what you
want. You have the option to review the deal and accept it or reject it
and leave. Why then would a dealer choose this method of
appraisal approach? Even though most of the benefits favor the customer,
the dealer gets one major benefit, and it can cost you money.
Psychologically, you will feel that this is the best the dealer will do on
trade value, and you further believe that since the sales manager did the
appraisal, it will do little good to argue with the salesman for a higher
allowance.
If you

do object to the deal the salesman can always stop you from leaving by saying,
“Wait a minute. Let me see if my sales manager will go a little higher on
your allowance.” And so the negotiations begin, offers and counteroffers,
until everyone is happy.

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