I am just concluding the process of leasing another new car. Even though I study and teach selling and negotiating techniques, I don’t like the process any more than most people do. But I have approached this particular experience as a student of their process and I believe I have observed some things that may help other sales teams.
It is clear to me that the reason most of us don’t like the process is that we seldom have all the facts. The car dealer has much more information about the situation than we do and, therefore they carry more power in […]