There are two major reasons for
the automobile business to slow down: crisis periods and seasonal
periods. The Crisis Period. This is usually economic in
nature, and either local or national in scope. When the general economy
slumps, people tighten the belt and spend less, and those items they do
buy are primarily the necessities of life. So when things are slow, take
advantage of it—don’t tighten your belt; spend and save.
The Seasonal Period. At certain times of the year, salesmen put forth less
effort to sell to a customer and use “the fault of the season” as their
excuse. All salesmen experience the seasonal slump at some time during the
course of a sales year. The fact that salesmen psyche themselves out like
this is a reality, and it works to your definite advantage.
The following periods will give you an edge:

1. Around Christmas. This period usually runs from 2 weeks before Christmas
to about 3 weeks after. During this period, a salesman’s sales enthusiasm
slackens as boredom sets in, and he literally becomes rusty standing around
waiting for the clock to strike quitting time. To best utilize this period, you must
never refer to the car as a Christmas present, and you must always convince
the salesman that it is not that important that you buy before Christmas Eve. If
the salesman suspects the car is a gift, he will hold out for a higher price.

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