Closing The Deal

With the car salesman in the Sales Manager's office, once again you sit and wait. And wait. And wait. As you do, the car salesman and his Manager are discussing their strategy, trying to determine what phrase or gimmick they can use to get you to raise your bid again. (Don't forget that they are allies conspiring against you). Or perhaps they already know that and now they're discussing which topping they want on the pizza they're going to order for dinner. No matter. Anything to make you wait.

Eventually the salesman comes back -- but he's not alone. He introduces you to his boss: the Sales Manager. This is a classic car sales strategy called "T.O." for "Turn Over." The idea is that turning the deal over to a "figure of authority" will be just the trick to get you to see it their way. They figure that you can't argue with this guy because he's the boss. Besides, you're tired. So is your salesman. But this new guy is just getting started.

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