Outsmart the Lot
Outsmart the Lot
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Psychological Game

The Turnover (T.O.)

When one salesperson can't close you, they "turn you over" to a manager or another salesperson. Fresh face, fresh tactics, same goal.

How It Works

The Simple Version

You've been negotiating for an hour. You're holding firm on your price. Suddenly, the salesperson says 'Let me get my manager to see if we can work something out.' A new person appears with new energy and new manipulation tactics.

The Psychology: The T.O. works because:

  • Fresh Energy: You're tired from negotiating. The new person is fresh and enthusiastic. The energy imbalance works against you.
  • Social Pressure: Now there are TWO people working on you. It feels rude to say no to both of them.
  • Authority Illusion: The "manager" seems more powerful. Surely they can make a better deal happen, right?
  • Reset Button: The new person can pretend not to know what you already discussed, forcing you to repeat your position (which weakens it).

The Chain: At high-pressure dealerships, you might see 3-4 turnovers:

  1. Salesperson (initial contact)
  2. Sales Manager (first T.O.)
  3. General Sales Manager or Closer (second T.O.)
  4. Finance Manager (final T.O. in the "box")
Pro Tip: Each T.O. is trained to find what the previous person missed. The manager will try different angles - maybe appealing to emotion, urgency, or your ego.

Quick Decision

Time Check

Set a hard time limit before entering the dealership:

90 Minutes Max

After that, your judgment is compromised by fatigue.

How to Handle It

Don't Re-Explain

When the new person asks "So what are we trying to accomplish today?", don't fall for it. Say: "I've already covered this with [name]. My offer is on the table. Yes or no?"

Set a Deadline

"I have another appointment in 30 minutes. I need an answer before then." A deadline forces them to stop the games and either accept or reject your offer.

The Power Move

When you sense a T.O. coming, preempt it:

"Before you bring anyone else in - I'm not going to repeat myself. My offer is $[X] out-the-door. If your manager can do it, shake my hand and let's do the paperwork. If not, I'm leaving in 10 minutes either way."

This takes away their ability to reset the negotiation and puts you back in control.

What's Next?

Good Cop, Bad Cop

The manager negotiation theater

Battle Plans

Step-by-step buying guides

Negotiation Scripts

What to say to the closer

Calculators

Verify their numbers