The negotiation-box reserved for setting the customer’s trade-in price. The selling-strategy of this “box” is to repeat, many times, very low trade-in values to “shock” the customer into believing their trade-in is “worthless” to the dealership. These low trade-in values are repeated, several times over, before the closer leaves the “box” to continue the selling-process. Once, the closer takes “control” of the front-line salesman’s customer, he then continues to “shock” the customer with repeated “low trade-in value” offers, until they finally “believe” and accept the dealer’s offer as the truth.

Sales managers require teamwork from their salesmen. Each member in the team is carefully “trained” at filling-in the sales manager’s paperwork — the “worksheet,” in a particular method. “Worksheets” come in lots of shapes and sizes. Some “worksheets” are simple four-sectioned pieces of paper, while other “worksheets” look like real contracts. All “worksheets” are used for the same purpose: To control both salesmen and buyers — at the same time, and to confuse and confound car buyers into negotiating deals that favor sales managers! Typically, “worksheets” have four selling-boxes:
Trade-in, Price-of Car, Down-Payment, and the Monthly Payments. Originally, they were used to keep ‘record” of both the salesman’s progress and the buyer’s comments, so sales managers could better assist the car-buyers. Today, “worksheets” are often used to maneuver customers into making several negotiating “blunders,” in the favor of the sales managers. Even so, Savvy-buyers often ignore these “worksheets,” until its time to counter them with their cuecards. To effectively deal with th paper “game” car salesmen, closers and sales managers use, together, savvy buyers must review the cue-cards.

“Walking” customers to the selling-rooms. After car salesmen qualify their customers as potential today- buyers, they try to excite the customers with an in-stock cars before “walking” them into selling-rooms. Once inside, the salesmen will fill-out all the necessary paperwork so the closers can enter to “take” their customers “over” and continue selling them. Once closers have their customers under “control,” they “work” them per their sales manager’s orders. If closers fail to yield enough profits, in the time allotted them, their sales managers continue the selling- process by replacing the initial closers. This changing of closers continues, until the customers have released enough up-front cash and trade-in equity to their sales managers! The allotted selling-time to “work” customers can be four or five hours.