The Car Salesman's Four Square Write Up - Price

The salesman will begin the "four-square" with the price.  Usually, the salesman will input the full retail price or MSRP in this section.  Then add any additional accessories that customer requested.   

The salesman knows that the customer will want to discount or negotiate this price.  However, they will avoid the making any adjustment to this "square".  Instead, they will ask if there is anything else the customer would like to add to the vehicle.   Many times, at this point they will try an assumptive close and say something like "Will that be cash or check?"

At this point the customer will commonly say "I'm not paying that price." or "You will have to a lot better on the price, if you want to sell the car."

Of course, the salesman is waiting for this type of response because this triggers the negotiations.

Now the salesman will purposely move away from the "price square" and move to the next "square"- the Trade-in.  Salespeople are taught to avoid slashing the price and instead focus on the other elements. 

They might say, "I understand, I will get you a great price...but first let me get some information on you Trade-in."