Overview

WHAT IF YOU KNEW WHAT THE DEALERSHIP KNOWS? Most people think buying a car is about negotiation. It's not. It's about structure, psychology, profit, and timing, and the people who understand those things always win. In The Desk Knows, a 25+ year car-industry insider pulls back the curtain on how vehicles are really sold, financed, and profited from. From the meet-and-greet to the test drive, from the four-square to the finance box, from CSI surveys to customer loyalty, this book explains what's actually happening behind the scenes, and why it feels the way it does. You'll learn: - Why most buyers don't leave in the car they came to see - How payments quietly control deals - Why the test drive is the real close - How trades are used as leverage - What finance managers really do in ""the box"" - Why CSI surveys matter more than price - And how loyalty gets you better treatment than any discount This isn't a guide to beating the dealership. It's a guide to understanding the system, so you never feel lost, pressured, or confused again. If you've ever bought a car and thought, ""I wish someone had explained this to me beforehand,"" this book is that explanation.

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