Negotiating Skills
New Car Invoices – How dealers inflate automobile invoices
By George Josserme
May 13, 2007

Since the times of Henry Ford, most new car dealers desperately want a buyer to gain no knowledge on new car invoices. Since those early days of new car ownership, a large percentage of them successfully practice third world selling techniques to inflate new car invoices or manufacturer automobile invoices.

The real price behind new car invoices ~as well as other information related to automobile invoices~ is what great many buyers try hard to find out before they make the purchase of a new car or automobile. Those are the buyers who want a fair price, and who could rightfully blame them.

All the information related to an invoice is truly important, and it should be wisely researched and acquired from reputable and knowledgeable sources. There is no question about the importance of doing that, and using those resources.

There is something, however, that buyers do not think about. Possibly, it is because buyers do not know about it; understandably so. Nonetheless, it is extremely important. Read again: “it is extremely important” and dealers are the ones who know about it very well.

Behind dealers’ closed doors, their entire staff of sales persons is trained. It would make most buyers sick to learn what is taught, suggested, and / or promoted for the dealership to make their profits unreasonably and certainly unfairly skyrocket.

It would also be unfair to imply that ALL new car dealers implement the selling techniques that come out from certain closed doors. The ill intended and even sickening selling techniques are implemented by a substantial number of new car dealers across North America, but certainly NOT BY ALL of them.

The very foundation of those selling techniques and the ways taught to sell collapse like a House of Cards when two of the most critical of all the ingredients is not part of the cocktail, and those utterly important ingredients are “buyer’s knowledge” and “to have the buyer present in the showroom”.

Should a buyer deny a dealer of his presence, the dealer’s sales staff is left out in the cold unable to implement whatever selling techniques were taught, suggested, and / or promoted behind their closed doors. To inflate new car invoices or automobile invoices is now one impossible to achieve act. To snatch too much money out of a buyer counting on the much needed “ignorance” and “showroom negotiations” ~both of which provide power to implement what they were taught~ disappeared because the face-to-face is not there.

It is undeniable that such power that dealers and their sales persons have in their territory evaporates in thin air if ~firstly~ the buyer of a new vehicle has acquired knowledge from reputable and knowledgeable sources ~and secondly~ he is not present to apply the power sales persons have to make the negotiations last long enough to lead the buyer to conclude that it is better to purchase the vehicle at whichever price the dealer wants rather than go to another dealership to repeat the same time consuming and exhausting experience.

Yes, the real price behind new car invoices or manufacturer automobile invoices must be properly researched and acquired; but that critically important information balloons in importance to mountain-like proportions when the second ~an not less critically important ingredient~ is also brought up into the purchasing process: “to deny dealers of showroom negotiations”.