I'll agree with a lot of the stuff he founs out. However, the part abou changing the numbers AFTER the customer initialed the paperwork never happened in the dealerships I worked in.
But I admit I overpaid for trades and went deep into holdback to move cars, particularly at the end of the month, or on bad weather days.......
The 4-square was our method also, we called it "payment-downpayment"...........
If I find an old list of "closes" we used, I'll post it on here. Here's a few:
Puppy Dog Close: Let the customer take the vehicle home, and then they have to have it.
Takeaway Close: I'm sorry, it sounds like we're too far apart, I don't want to waste your time or mine...........
This or That Close: Would you like THIS car at the payment you want, or THAT car with the options you WANT at $75 a month more
Another manager had his own version of the "up-to" close, and I'll share it:
Manager: So what monthly payment are you budgeting?
Customer: $250 a month.......
Manager: Up to
Customer: uhhh.......$275 a month
Manager: Not to exceed?
Customer: $300 a month...........
Manager: And if you find you love this car more than life itself the most you are prepared to pay is
??...........(said quickly)
Customer: $325........that's ALL I can pay!!
So the salesman just "bumped" the customer $75 a month in about 1 minute............I didn't believe this would work, but saw a few good salesman work it like a charm.......