A “hot” market means lots of people want to buy the same cars, and there aren’t enough of them. When that happens, dealers can usually charge higher prices.
The Lincoln Navigator is a large luxury SUV built for comfort and space on everyday drives and longer trips. It’s the kind of vehicle people consider when they want a high-end interior and a big, family-friendly layout. The podcast brings it up as a comparable option to another luxury SUV the client might consider.
MSRP is the price on the car’s official window sticker that the manufacturer suggests. If a dealer charges above MSRP, you’re paying more than that sticker price.
In dealer negotiations, being “open to any color” can reduce your leverage because it signals you’ll accept whatever inventory is easiest for the dealer to move. The host argues this can make sales staff take you less seriously, which may affect how aggressively they discount the vehicle.
“Zero negotiation” is a negotiation stance where the seller claims the price is fixed and won’t move. In dealer terms, it often signals a take-it-or-leave-it offer or a “no discount” policy for that specific vehicle.
They’re asking how you want to pay: pay all at once, take a loan to buy it, or lease it with monthly payments. Each option can lead to a different deal and different total cost.
“Online sales” means the dealer starts the buying process through the internet—like contacting you and setting up an appointment—before you go in. It can make the process feel more like shopping online.
A trade-in is when you turn in your current car to the dealer to help pay for the next one. The dealer will estimate its value and that number affects your final price.
A rebate is money back from the car maker that lowers what you pay. Sometimes you have to qualify for it, but it’s basically an incentive to make the deal cheaper.
A 2018 Tahoe is a full-size Chevrolet SUV. Mentioning it helps set the context for what other vehicle the household already has, which can influence the dealer’s deal structure.
The out-the-door price is the final total you’ll pay—everything included. It’s the number you want to compare between dealers so you’re not surprised by extra fees later.
Air suspension is a suspension system that uses air instead of regular metal springs. It can help the ride feel smoother and can adjust how high or low the vehicle sits.
Super Cruise is a GM feature that can help drive more automatically on supported roads. It’s meant to reduce workload for long highway trips, but it only works in specific conditions.
Connected services are features that use the car’s internet connection. They can include things like remote functions and live services, and here they’re saying you get them for a few years.
Ceramic coating is a protective layer put on the paint to help it resist dirt and make it easier to clean. Here it’s also part of the price discussion—whether it’s included or added on top.
“Charging over sticker” means the dealer wants more money than the official sticker price. The speaker is arguing about whether this dealer is doing that or not.
The Cadillac Escalade is a large luxury SUV. It’s the kind of vehicle people buy for comfort and space, and this conversation is about whether the one they’re looking at is the shorter or longer version.
They’re talking about a negotiation approach—basically trying to get a fair deal without the usual haggling. The idea is to focus on the final total price so the dealer can’t keep changing the deal.
The “window sticker” is the official price sheet on the car. It shows the car’s listed price and what it includes, which helps you spot extra dealer charges.
A “touring package” usually means the car was ordered with a bundle of extra features. It’s like a pre-made options list, often focused on comfort for longer drives.
A dock fee is a dealer-added charge for moving the car from where it arrives to the dealership. It’s one of the extra fees you should ask about because it can add cost.
A tire tax is a government fee related to tire disposal or recycling. Dealers list it separately, so it can change the final price you pay.
Term
excised tax
An excise tax is a special tax the government charges on certain things. In a car deal, it can be one of the required fees that increases what you pay at the end.
“Psychological warfare” here means using attitude or pressure to get the other person to react. It’s about how you make the dealer feel, not just the price on paper.
“Out-the-door” is the final total you’d pay at the dealership. It includes the car price plus things like taxes and fees, so you can compare deals fairly.
Cash price is what the car costs if you pay for it outright. Dealerships may quote different numbers depending on whether you’re financing or paying cash.
Financing means you borrow money to buy the car and pay it back over time. The dealer might talk about monthly payments, but you still want the full total cost.
LIVE
Honestly, I needed this I got I got a hit on my way in the work today
You got hit Tommy McCoola gosh damn it see this method doesn't work people because people know who I am
I feel so bad. This is not who I am
I'm Chevy dude made a video about me and he said this is how you treat car salesman
I'll give you a better deal. I'm making a video testing the theory and I feel like an asshole
I'm so sorry they kind of like escalate is one of those cars that just boggles my mind because the market is
Still so hot on this vehicle if you look at a vehicle like a Lincoln navigator, which in my opinion is bar for bar
Just as good of a vehicle. We are seeing 5678910 percent off that vehicle
But for the Cadillac escalate dealers are still charging
1015 $20,000 above MSRP. We're gonna test the market. We did last week on the West Coast
So let's all bring it on back to the East Coast any better our dealerships nicer
Who knows we're about to learn as we negotiate this Cadillac escalate if you want to know a certain vehicle
Let me know in the comment section below
But let's rock and roll and let's get into this deal and we are going to be looking for a
Cadillac
Escalade luxury touring in
New Jersey client is open to any color any options has a budget in mind
Now anytime somebody is open to any color one thing I want to point out some insight is going to be for real
But you want to ask for a certain color? Don't go in saying I want any color you want to know why you're gonna take you a little less
seriously
Because when you're open any color they take you less seriously, so we're gonna go in for a particular color
We're gonna go for the one if you're open to color my general rule of thumb is go for the one that has the most colors
This dealership has four black ones. We're gonna be targeting the four black ones
But it only gives us 200 and 44 of them in the country now
This dealership still has four now my goal is gonna get about two grand off this car in Jersey
This is Brian speaking hey Brian, I just want to see if you guys have a car available all right
Which vehicle were you looking for I have the stock number that helps you out at all
What's the stock number stock number 5909 the escalade the 2026 Cadillac escorting that's it
All right, let me double check a little camera put you on one you can put me on hold as long as you need all right a few moments later
So yes, it is available. We're looking to stop in today man. I'm gonna make your life so easy today
I'm already driven it ready. No, I want it one more of it just trying to get a great deal
And if I can do that I'll come by it today. All right, let me see if I have a sales rep available right? Oh, yeah, of course
This is Tyrone sales. Hey, I just wanted to see if you guys had a car available
Certainly, and with who do I have the pleasure speaking with my name is Tom Tom's pleasure be meeting you over the phone here
How you doing today, man? I am living a dream
Haven't decided if it's a good one today, but this phone call will make a good determination. All right
Well, hopefully it's a dream and not a nightmare sir. Oh wait
I'm supposed to ask this question because I don't ever ask this question
Are you the most experienced car salesman at your dealership? I believe it or not. I am the resident rookie my friend
Well, you know why I was told the only work with experts, but I'm gonna change that
I'm gonna believe that the rookie is gonna be the one to take care of it because I'm you know a big big Ben fan
And I think big Ben had one of the best rookie seasons to never exist
So I'm gonna go with the rookie here, but let's let's rock and roll
I'm sure your faith isn't ill-placed. Give me a second to boot up my computer here and we'll be going in the business
I love it. You local in the area. You from Jersey? I'm in Jersey. Yeah, we're in Jersey
Nice, we're about I'm in about 45 ish minutes away from the dealership. Okay. Yeah, I think we're about 45
I think I'm a navigation said edgewater. Oh, that's nice
I used to play soccer around there when I was really what position you play started off as a defender in the center
And then I ended up being a winger up top as a striker
Wow, I was a played in middle school
So not as cool and a little bit in high school and I was outside mid left outside mid
So it's one of the only people I can use my left foot. So your left boot and cut in when you need it to you know what
See, you're no more. Did you listen to speeds world cup song?
I listen to who's woke up. I'm sorry world cup song. Have you not heard all the drama with the world cup song? No, sir
Yeah, so they had this is just fun fact
They don't need to know but they had jelly roll make the world cup song
It was so bad that the Shakira had to come back really for for the fourth time to do it
Then some random streamer biggest streamer in the world ended up making one in a like blue Shakira's out of the water
So now there's like this big controversy and what should be the song of the world cup. It's interesting
Never mind. We're just talking about cars put against Shakira. I mean, I don't know. I heard Shakira. I got interested
Hey Shakira, it's good. I mean Shakira's good, but I will say for a streamer the guy did good
Oh, he's a streamer. I got just streamers named speed. He like does back flips and he plays he plays he's good
I'll have to look it up for sure. Yeah, I'm sorry. I'm I'm sorry. No, you're good. We're just talking about this is
This is random. Sorry. I was watching this
Honestly, I needed this. I got I got a hit on my way in the work today
You got hit. Yeah, like not me personally, but the vehicle I was driving in. Okay. Are you okay? Is already good?
Yeah, no, I'm all right, but it wasn't even my car. It was my pops
So I don't know. Yeah. Oh, yeah, he was the first person I called he's a retired law enforcement
So I just let him know I'm like, hey, sorry, but your car faxes gonna get hit
That's crazy, which is so stupid feel like you should be able to tell me who was at fault on the car fax
I would yeah, I don't know if it'll say I don't think on the car facts
It'll say who's that fault but the police report does the police report. It's gonna go on your record
It's gonna go on his insurer. I mean on his insurance, but yeah, what was it your fault too?
No, man, it was a five lane intersection two turn left one turns right two in the center goes straight
I was in the middle right lane going straight the woman was in the right lane turning right
It turns green I go straight and she comes over into me because she needed to go straight to
Yeah, and usually I'm like pretty good with my reflexes I race
So I've definitely been able to maneuver my way out of some sticky situations. Yeah, yeah
No, I just I was listening to 36 mafia. I gotta stay fly
Having a good time enjoying the weather and boom that is that is I will say that is crazy crazy story
I've heard all day. Yeah
Hopefully you can give you a crazier crazier experience with this vehicle you're looking at okay
I'm finally I did it and so sorry for the long way. No, you're good. You got a stock number
I think it was 5909. That's what my memory serves him. Don't go back to that page. I was just like 5909. Yeah, 5909
All right, we're looking at the black black escalate luxury
Black with the red interior escalate luxury short model correct shorty. Yeah, yes, sir
We've got it. Awesome. And we'll make your life easy today because you had a rough day
I've already driven it ready. No, I want it one more of it being my business partner trying to buy it
We're just trying to be 3k off MSRP and we'll come pick it up today
3k off of MSRP easy peasy. Let me I mean listen if I can make the decision I'd be like sure come on in
I know for a fact we typically sell these for five over and that's standard on all escalades
So let me go talk to my boss see where he could work
I mean, have you been to any other dealers like what were their responses to that offer right there?
You know, I always say you're my first call and I hope to be my last call
But I do have the next dealer pulled up if you say no, so okay
So you say yes, then I end this and we buy a car and we're happy. I got you and just to be
Reiterating this is like a hard 3k off. There's zero negotiation on your end on that
I mean, I would say I mean is anybody flexible sure if you want to give me $2,900 off but 3k
I stopped making phone calls
You know, yeah, I'll budge for a hundred bucks because you're having a bad day, you know, that is hysterical
All right, sir. I'm gonna put you on a quick hold run over to my manager and I'll have an answer for you
20 30 seconds 20 30 seconds. I'm waiting. All right start the clock
I'll say the guy's energy is good, right?
And guys, I know this is crazy, but he's not the most experienced car salesman there
I know that there's rumor that you have to ask for the best funniest coolest car salesman there, but I haven't seen that
Guys this I'm gonna tell you
He's done well, but his time expectations a little bit week. Alrighty. That was most definitely more than 30 seconds
You know what if we were on that one planet and inception where actually the time goes really fast in that point
Yeah, you're screwed either way. It was more than 30 seconds. I can't defend
So reasoning for the extremely long talk there this vehicle actually is
Getting driven right now by one of our owners
So what it's actually not available for one of our owners one of the dealerships owners like the managers the higher ups
Okay, so
Yeah, it's not available for the next I want to say the 11th is when we'd be able to get it out officially
We could work a deal on it and everything is just physical delivery of the vehicle would have to wait until the 11th at least
Okay, so that being said mileage of the car is gonna be like I want to say 300 miles at the end of it
Okay, so I've got absolutely no problem talking to you about the pricing and all that jazz
It's just I'd like to get all variables known first
Would you mind if I structured the deal this way we could have like legitimate numbers concrete stuff to stand by
Yeah, I mean I'm open to a car that's 300 miles if it's if it's just a manager is there a reason why the
Is the car a demo program a certain amount correct?
We have to put a certain amount of our vehicles in this program every month
This is gonna be one of those vehicles
So what okay, and did it just go into that program or has it been in that program for a while?
This seems pretty quick programs go for 10 days
So it was put in on the first month, which is why the 11th will be the first day available
Okay, I mean I'm interested to have a conversation on the program for 300 miles. Yeah, I got you
Okay, so let's start this up full name, please my full name. So you asked for I'm sorry
I didn't I don't know why like you just have some moments where you just blank in life
I just blanked what I'm sorry. What was the name? Is that what you asked me?
My name is tail. I'm asking for your first and your last. Yeah. Yeah, my personal name is Tommy to my last name
Makula M-I-K-U-L-A
All right, it's been a day man
Yeah, yeah, yeah, it's gonna go
Rob was my partner so partner in crime. Gotcha
What is it that you guys do if you don't mind me?
We are a business of really we just help people manage, you know, big purchasing decisions try to take it all for them
So don't worry or stress about it. They sit back relax
We kind of handle all the busy work kind of like an consultant
You got an email that I could put down here on file for you dude. I don't use email
I think it's the devil's work secretly. I think I think it's the Illuminati. That's on the that on the
Yeah, they're trying to track us, you know, that's what they're trying to do. All right. You got a cell phone
I do have a cell phone. I can give you that that is
Oh, wait. Oh, oh, they already do you're saying my phone number already try but you know what but email
I will tell you email. I just feel like they're tracking me even more
I feel like everybody's tracking me just the government's tracking my phone and I'm okay with the government watching me
But I don't want like Ikea watching me, you know, Ikea. I don't know what they're up to
You're hysterical. All right, so I've got the information for the profile
You're in our system that is wonderful as you mentioned you are coming from edge water if I'm not mistaken that's 07
That is crazy you guys you guys are good. I try my friend. All right, so no email Illuminati
I'll draw a nice triangle with an eye in the middle so they know exactly what we're talking about here. Yeah
Are we looking to do a cash a finance or a lease deal on this vehicle? I have cash
We are we have cash. We can just pay cash if we need to otherwise
We can finance if it gets us a better deal if it helps put this whole thing together. Okay, I will let
Understand all right and the stock number that you wanted here was
5909
Memory serves me again
I went up that screen looking at the Illuminati 5909 5909 black red escalate short
I just got to write all this down here to get some numbers which is crazy, but what you have to right?
You're good. You're you're new at this too. You're the rookie. How long you've been doing this?
So I started off with the dealership in October and I was doing online sales
So that was setting appointments cold-calling hundreds of customers trying to get them in and then they promoted me in February
To the floor. So I've been doing this. This is my fourth month. Hey, you enjoy some cars
I'm gonna be honest with you. I was a mechanic for four years. I miss working on them
I'm working on cars. I give you props, man. That's that's tough
You do is your dealership not have any like birthday chips?
I do it's just the money wasn't in it for me
I'm getting paid right now
I'd have to go to like tech school for like five years and then work for another 10. Yeah
That's I also I race on the weekends
So it's like I don't want to be doing this all day and then doing it on my own car
You know what I'm saying? Yeah, the work the work life balance piece and obviously is important
Yeah, and that's difficult because I've got every Saturday
I got to work because it's the busiest day for car sales. I'm going on the track this weekend
Hey, so how are you gonna do that? You just gonna like can you just do remote sales?
Can you like sell a car while being driving? I'm using it right? Yeah, no
Yeah, you can't just be driving and be like, yeah, let me tell you this back seats comfortable. I promise
They let us get we'll get away with a lot at the track, but that is most definitely not one of them
You know my boss is just really understanding
He wants me to I think it's once a month for four months for five months. So it's not too crazy. Yeah, that's fair
But anyways, are we are we gonna be trading anything in for this vehicle or just straight up cash?
We're just adding to the family add into the family wonderful not not not literally but we are adding a car
I got you. We don't consider cars and would you mind I do that's the difference
Let's see here the name of your business the name of our business is delivered
But I mean it's not gonna go on our business name. Well, no, I'm only looking because we have something called supplier discount
Oh, I don't have it's a rebate. I own the company. We only got 20 employees. We don't got supplier. Gotcha. No worries
I was just trying to get you as much money off as we can here. No, I appreciate I appreciate looking. I wish I had it
Yeah, yeah, me too. I mean, do you have any other what other vehicles you got in the household? We have a
BMW in the household an X5. All right, is that owned lease that is owned and what year is that that one
Would be a 2013 but we also have a 2018 Tahoe as well and that vehicle is also owned. I'm assuming that one's owned
Yeah, all right. That is just about all the questions. I'm gonna need I'm gonna be reaching out to you from our cell
This is a good number I could text you at this is the best number call text me page me whatever makes the most sense to you
Don't email me understood Illuminati got it. All right. Give me a few minutes
I'm gonna go sit with my manager talk this up and we'll go from there
But first you just wanted me to let you know about it not being available until the 11th
So now numbers will get generated and I'll have an answer for you extremely shortly my friend. Love it like it won't more of it
Let me know we'll do
Talk to you soon. Bye
If you guys don't know who I am. Hi, my name's Tommy. I negotiate car deals for a living
My goal is to save you time energy and anxiety. I save you money, but that's a buy product
I charge a flat for you a thousand bucks. I handle everything for you
All right, the price of the car the trade the hat-on accessories
You notice I didn't say this is a money-saving service because guess what you can do this on your own
You don't need to hire anybody to negotiate a car deal people hire us because they don't want to have to deal with it now
You can do a great deal by following my tips trips and secrets or just watch me live stream
But if you want to get a great deal and not to deal with the hassle learn more pay a thousand bucks
We handle it. We're handing over 400 car deals on a monthly basis
We're here to help you out if you want to learn more go to my website, but a boom, but a bing
Let's get back to the negotiations. Okay, so a few different questions
I know a lot of people are asking questions
Which is when it comes down to all of those questions should you answer all of those questions?
It really depends on the car that you're buying the reason why we're willing to answer a lot of those questions
Frankly because they all involve rebates that we could qualify for which is why we're going into that the guys good personality for sure
I mean, I'm not hiring anybody right now, but do I look for talent when I'm on the phone?
Sure, but if I gotta try to recruit him while trying to get a deal for my client now
I give the deal for my client person and see how things are that make sense. Is that is that capiche capiche?
I felt pretty comfortable with him
Thank you for calling
I'm a direct to call. Can I speak to new car sales? Sure one moment. Thank you. Good morning. How are you?
I don't think it's good morning. Actually good afternoon
Yeah, no absolutely. Hey, man, I just want to see if you guys have a a car available
Sure, which one is it? I have a stock number if that helps
Tell me the type first and then we'll take the stock. It is Cadillac Escalade
Got you ESV the long one. No, it is the short one like my short body. Okay. Actually short
Okay, go ahead with the stock number starting with 26 starting with 260339
Yeah, it's yours if you want you mind of my one. Awesome. Just let me describe pick it up. Let's go
You're funny too
Just to describe it said 26
Escalade luxury black-on-black does have touring package power running boards air suspension adjustable ride soft closing doors
All of that good stuff comes with three years of full connected services Wi-Fi
Supercruise usage. This is the way I would buy the car. No low price. Everything you need nothing that you don't need
Yeah, 109 234. Yeah, what is that? What's that price? Oh, you're telling me the price what I can sell it for
Oh, that's that's a price. I don't agree to three grand up
No, so let me let me be realistic with you all of our cars
We do ceramic coating on them and especially any dark color car
So some dealerships are charging premium. We're not this vehicle and ceramic coating were discounted it to 16
95 so it's 111 960 plus 1695 you can have it for
113 655 and we can hold it in your name
113 6 you guys are adding ceramic, but you're discounting it, but then you're charging it and it ends up costing
I'm not discounting the car. Let me let me be very clear to you
So some dealerships are charging. They have whatever
Discard that guard that protection we don't but all of our escalates, especially the dark color escalates
We do ceramic coating and the price of ceramic coating is 24 95
It's 16 95 is the lowest I could do so MSRP is 111 960 plus 1695
So you'll pay 113 655 to buy or to lease it or to finance however you want to do
Oh, I was trying to be a three-year-old off as I said my first price
Unfortunately, I wish that was the case times are very different
It's hard to find the car and they go for way over a sticker. We're not charging over sticker
Sir because they're charging over sticker you guys the stickers 111 960 you're at 113. Yeah one third
It's a it's a ceramic coating on it. No, I get it all of our profit built into that, right?
So like you're not charging what it's like
It's like I have an alani energy for for $2, but I'm giving you a stamp
That's $400 and you have to buy the stamp to get the alani energy drink charging over MSRP like let's cost me to spade
Okay, yeah, yeah, I mean I'm not looking for it. Like I said, I'm looking for that 109 prices where I'm trying to be
Unfortunately can't do it. I wish I could I'll ask the owner if they're willing to do it. Leave me with your name and number
I'll call you back. My name is Arvin. I'll call you back very shortly. We're here to sell
I don't make those decisions. I only follow the regulations. What's your name, sir?
My name is Tommy Tommy the phone number where we can call you back Tommy. Yep. It's a
and
You're looking to finance if they're willing to take off three grand or you looking to buy cash
Do you want to acquire the car whatever makes the most sense to cash or finance open either one? Okay, very good
Tommy let me discuss it with the management. I'll be back to you, sir. Okay, sounds good. I'll be here call you shortly
In the next 10 minutes, you'll get a call. My name is Arvin Tommy. Okay, sounds good. Sure. Thanks. Good. Bye
And again, I'm gonna try the strategy. I'm gonna walk you through the strategy
This is a car salesman has been a car salesman for a long time big theory and the idea behind it is you want to play
Psychological warfare with the car salesman by asking for the best car salesman there and almost
Beat up that car salesman so they earn your business
This person has been making car buying advice for 15 years and this is the first time we've ever heard this strategy
So we're testing it out. We are we are debunking the theory if it works or not
Oh
Thank you coin. That's rich. I may help you. Hey rich. What do you do there? Those sales awesome
Hey, man, I'm looking to speak to you the most senior best car salesman you have the person who sells the most car
The people who've been there the longest I'm looking to speak to that person. Okay. Well, yeah, his name is all
Right now is with customer. Oh, well, I only you know my mentality is if I'm buying a car
I'm only speaking to the top car salesman the best of the best the one that is the you know the hardest working best person
There is
I'll take claim for that
Okay, so you are you are the best car salesman there is that dealership not the other guy
No, I mean he is too, but good. We're not kind of on party's been here a little longer than me
But okay, well, you know, let's see what happens with you. I have a vehicle. I'm looking for a
Cadillac Escalade I want to see if you guys I see it on your website
I don't want to see if you guys have it. It's a long body or a short body. It is a short body
Which one is it? I have it is the escalator luxury
the 11 of your website is the
Stone color which color the stone the Agen stone. Yeah, I got one. So it's got a touring package
It is a gene stone with a black interior. It's got the last event. I don't know if you're looking at the
What do you see there? Can you see the vendor of the stock? Yeah, I see the stock number
It's a C is in cat 16111 Yeah, that cause available. That's available. Okay, awesome
I mean, can I get the the out-the-door price on that? Where where where are you?
Where I'm at my house, but I'm at the zip code
Jersey, is that New Jersey? Yeah, so I can get that way I have to go to the other computer though
But there's no problem. What's what number can I call you back at? Yeah, yeah phone?
Okay, and a few minutes. I'll call you back with an out-the-door number. Okay, sounds good. I appreciate it
I'll one question. Are you would you work for GM your GM supplier or employee?
Is this one of the five questions? No, I don't work for GM. No, no, no because there's a
I can give you a discount if you are
No, no, I don't work for GM. All right. Let me let me get you a number and I'll call you right back. Okay, sounds good
No, apparently this strategy that I did right there
I will not have to negotiate anything and I'm gonna get a fair price on the out-the-door because I this is the theory
That apparently this expert has I don't know if you guys just saw that but I played
Psychological warfare. Yep. That's what I just did right there. That's what we call psychological warfare
That's not my words that is this content creator because I asked for the best car salesman which
belittled the person and now that person that is thinking I'm also weak he wants to earn
My trust because he's an alpha so because I'm asking for the best
He's relating because he knows that I only work with the best because that's how alphas work
So he's gonna work harder and better and he's gonna try to earn my
Customerness and give me a best deal without ever negotiating anything. I don't even have to negotiate with this strategy
He's just gonna come back with a great deal now if you guys don't know
I don't believe in any of that
Just so you guys know but there is a content creator that is out there saying that that strategy works and it works
So well that it is the easiest way to buy a car. Okay, so here's another one here. We're gonna call this dealership
Let's go through another one. So we're gonna try it again again not my advice
This is not my advice somebody else
So
Your call may be recorded for quality assurance. Thank you for calling
For sales press one for parts press two for service press three
Thank you for holding garlic thinking how can I help you? Hey, what do you do there? I am the receptionist. Oh, can I speak to the sales?
Yeah, sure. Give me a second. Let me get someone for you
And that's how the strategy works
You're not nice about it. You just asked what did they do there? So we're gonna ask the same person same thing
What do you do there again? It's mean, but this is how I'm supposed to do it. They're playing religious music right now
I haven't asked for the number one salesperson there speaking how may I help you? Hey, Joan, what do you do there?
How are you doing? How am I speaking with my name's Tommy? What do you do there?
But would you like how can I help you? Oh?
Hey, are you the I'm looking to speak to the number one car salesman at your dealership, okay?
Okay, but what was the reference to the guy who sells the most cars or girl?
That would be me. How can I help you? You are the best okay? I only speak to the best so we are in the same boat here
I just wanted to see if you guys have a car first off on your website that you guys still have
All right, what do you got it is a Cadillac X escalated luxury in the silver or a long
It is short. Let me check for you. What's your name this way? Just because we had disconnected. What's your name?
Of course, my name is Tommy. What was yours again? I gotta write that down. I'm John and you're annoying
Yeah, and that is where I'm at. Okay. Let me check this inventory for you right now. Get your quick answer. Sounds good
Where were you calling what state Jersey Jersey Jersey not too far. Not too far. Yeah, not far easy
The only silver one I have in a short is a platinum. No, it's a luxury. I'm looking at it on your website right now
You know the only luxury I have is a black black
108,000 that's all that's left my friend. I mean, I take a very busy
That was the backup option, but I mean I see this one ending in 1688. Yeah, that's gone
But I don't have a black black
Escalade luxury oil drive sticker 108,000 and ten dollars right that work for you
I mean in theory that the car works for me. Can you send me an out the door on that?
I know it's a steep dealer for sales price. Well, you're gonna you're gonna lease it buy it. What are you doing?
I'm paying cash. Okay. That's the worst thing to tell somebody you know that right because we don't make no commission
Oh, we say I'm gonna finance it is what you make it. I was specifically told just to be honest
So that's what I'm trying to be
Listen, I put on don't worry. Don't worry. I can finance if that helps now
No, you know, no one's really discounting these cars because there's nothing around. I would take $1,500 off for you
$1,500
8,000 so not the one you have but a different one which is now 108,000
Are you sure this one isn't a markup on those not yet, buddy everything is going and that's what's on the board right now
You want me to call you when a silver one comes? Tell me the window sticker the one you got there
Tell me the windows because I'd
$10,000. Yeah, does it have the number is 26-0803? No, no, no, you're fine
I'm looking for one with the touring package. Is this one of the touring package a touring package
No, that's got to be in a sport or a luxury, but it'd be it probably be like the 116 118 rain
Yeah, the 116 118. All right, so you let me make sure I have this right. You need the touring package
Yeah, you want silver? I mean, I'm open the black inside color. I'm open to any color just needs up touring
I just saw this one on your website. Okay in transit, okay?
So what I'll do Tommy is as soon as I get something that has a sport package
I'll call you no matter what the color is and then we'll work it from there
We'll work whatever magic we can for you. Sounds good. All right. Thank you. Have a nice day. Thank you so much. No problem. Bye
I will tell you for a fact this car is not sold the guy's nice, right?
But the car is not sold the car is in transit
Hey, I need to get to I think rich two to six
Sure, yeah sales one moment a few moments later help you hey rich. I missed a phone call from you. It's Tom
That's okay. All right. So the MSR P that car was
113 180 accident fees everything included in the state of New Jersey would be 122 846 and 33 cents
122
Okay, so V's so like just let me break it down for me here. Do you have like an out-throw breakdown?
Yeah, so 755
7551 dollars and 11 cents is your total tax. We charge a dock fee our dock fee 799
Registration is 371 other fees is which includes tire tax and in this point 004 percent
Excised tax that New Jersey charges because they're crooks and there's a seven dollars and fifty cent tire tax that they charge
I'm in state in New Jersey. So your total comes up to 122 846 and 33 cents
And then you guys are charging just MSRP on it as we're charging. Yeah MSRP now, you know like it's a possibility
I could get you some money off the car
I mean we usually don't discount escalators, but sometimes I can I can get some I mean I'm not gonna get a lot off
Don't have to because the escalate sell they sell before it's amazing that the car still here is usually so before to get here
Yeah, and this this one does this one have the edge on it or does not have the edge on it
I mean, I I can limit if you want the edge off. I mean, I'm not gonna lose a deal of a
$485. Yeah, I was trying to be closer to like the
$2,500 off range, you know dealers are offering $2,500 off the cars already. What are they crazy? They're really doing it
Again, I'm looking I remember I was talking to the number one car salesman. I'm not looking to talk to rookie
I'm talking to the number one. Yeah, I know so I mean, why would they take $2,500 over car
That's and hide the men that they don't have because you want to turn and burn them baby
You understand the time is money that that's exactly what we do here is
Because point honestly the more I sell get so obviously we want to do that
But we're also not gonna give away our only profit source either. You know what I mean?
Mm-hmm. Does that mean I won't discount it at all? No, it doesn't. Okay, so
We're where can we like I said, I'm trying to be a $2,500 off. I got my hat on backwards. I'm serious
So in other words, you'll do this number minus $2,500
And you know, I could I could ask you to say no listen Turner and does a turn those earnest businesses in the sport platinum
So he might say yes, honey, give me two minutes. I'll find out sounds good. Call me back
All right, let's call this dealership here
Thank you for calling
Hey, what do you do there?
This is the sales department sales department
Hey, man, I'm looking to talk to the number one best car salesman the most senior person the person that's been doing this the longest
First next to he is unavailable right now. Okay. Yeah, cuz they typically when I buy a car
I only work with the number one the boy guy has been the longest or great gal
Just of the most experienced person and when I buy a car, that's what I do. Okay. Well, I can I can try transferring you sure
Personally, I've been here the shortest amount of time out of all the sales people. So oh, okay
Yeah, I don't know but I want to work with the person has been there the shortest. I mean, what are you looking for?
I'm looking for a car. Okay. What kind of car an escalate any particular one
Yeah, you guys have one on your website the galactic gray. You see a stock number
Let me see if I have a stock number here 260677 genuinely
I feel like this is way meaner than anything that I do like for somebody that says they're like consumer friendly
This hurts me even if it is psychological warfare and even if it works
It is so much meaner than anything I do. We're testing a theory that a car salesman said this is the way to negotiate
That's why we're doing this. I'm gonna put on some serious
Negotiation in here. We're doing it to test the theory because I don't want anybody to say that I didn't try
I don't want anybody to say hey Tommy. It's so much easier. It looks to be available. Awesome, man
Well, can you send me an out-the-door breakdown of it? Yeah cash price, you know, I'm open to paying cash open to financing
Okay, what's the zip code that you'd be registering to?
Is this a good number to text? Yeah, you can text me. What's your name? My name is Tommy Tommy. Makua
Damn it. See this method doesn't work people because people know who I am. Yeah, no, I'm sorry
I feel with Jared last week. I feel so bad. This is not who I am
I'm Chevy dude made a video about me and he said this is how you treat car salesman
And they'll give you a better deal. I'm making a video testing the theory and I feel like an asshole. I'm so sorry
I feel so bad man. This is like, oh, we're off. Okay. Yeah, I need another escalate. Um, yeah
I can definitely please forgive me man. I promise you this for a video. You can watch the live you're live right now
No, no, I'm a big fan. I love watching videos. They're awesome. Thank you, man. I appreciate it
I'm like I'm red because I feel so bad. This is like genuinely. I don't know how people
Do you think that method would work? Let's just go through like if somebody treated you that way
Do you think that was making you work harder for the deal? No, I mean, I'm listen. I'm happy to help either way
Okay, that's good. That was a smart answer. I don't like that
Truthfully, I'm just I'm one of the I mean, I'm not new here
But I'm not definitely not one of the senior guys. The theory is is if I belittle you I'm paying playing psychological warfare
So you work harder for me and you make it easy
Well, I'm gonna work hard for you either way and like I said, I'm Jared from your company
I just did a deal with him last week. How was he?
I was Jared be be honest in front of thousands of people. He was he was awesome
He was awesome. It was great to work with. Got the car out customer was happy
I had him in an attic here in less than 20 minutes to sign paperwork. I love it, dude
Okay, let's put a deal together. Uh, the the stock number. I think I'll give you 260677
It's a deal at client in jersey. All right. Yeah, I will uh, I will go get you the total cash price out the door
If you want to do financing, I can get you numbers for that too. But if you want, I'll just start with the cash
He's open either man. I appreciate. Thank you for putting up with me. I'm so sorry
No worries and you said this number is good to text, right? Yeah. Yeah, this is that this is my stream number
So you can text this one, um, and uh, yeah, that'll work. Okay, cool. Yeah, give me a few um, and I'll send it over to you
Okay, sounds good. Bye. All right
This is what I'll say and this is genuinely from somebody that is on the internet
That makes a fool of himself every single day being goofy. Even if this strategy is effective
I don't believe that 99 of people can actually do it. It is it feel you feel bad
And this is my job like I feel bad being this mean to people
So if you guys don't know there is a content creator chevy, dude
Uh car salesman doing this for a long time, uh says that car buying is really easy
And people like me make it really difficult and that is the way he recommends you shop for a car
So I demonstrated it. Remember, I will say
In that strategy, you are not supposed to negotiate whatever price they give you you just shake their hand and say yes
Because car buying doesn't have to suck when you just pay full markup
This is Tom. Hey Tom. How you doing? This is Paul
Man, how's it going? You just spoke to one of mine. I'm good Tommy from Delivered. How's everything man?
I feel bad. I was doing it. Yeah, this is a thing. I was testing a theory. I was mean to your car salesman
I don't like it
But I was just trying to prove a theory that it doesn't work to be mean to car salesmen
And now I'm just I'm just repenting my sins man. Nah, listen. You want 2,500 off the car. It's yours, buddy
Well, okay, send me the numbers. Let's ride the roll. All right. I got you. I'm gonna say what's uh, what what's the
Text number is the same number
I know I'm live right now. You are live. Yeah. Yeah, text me the 31541
Yeah
Right everything. Yeah. Yeah. Text me the breakdown my assistant. Amy will jump on it right now
We'll get it to the client and we'll get it locked up. All right. Sounds good
Okay, man. I appreciate tell yourselves. No, I'm so sorry. I really am. He was he was like, you know what?
He's my he's my actually my 10 year pro. He's 70 years old. He doesn't understand
He doesn't watch live things like online doesn't even know youtube is so I said, I know who this is
I know but somebody said this strategy was to just be mean to the car salesman and play psychological warfare by demeaning
That works and I'm like, I don't think this works, but I wanted to test it and I feel like an asshole
Nah, we have a lot of fun here. We have a lot of fun here. So you need an escalade
You need any Cadillac you call me do it. Absolutely man. We'll do we'll do quite a few deals here. All right. Sounds good
I'll send it over. Okay. Okay. Sounds good. Bye. Bye
So what did we learn from this content?
Did we learn that just being tommy gets you better deals today that works?
Realistically, we're talking about this strategy
I would generally say that it just does not work when it came down to the Cadillac escalade
We actually saw a clear distinction that markets depend values on cars and we called last week
We called in the snow or on the west coast every dealership looked at us crazy 5,000 10,000
$15,000 above MSRP. We went to the east coast and we're able to get production
Now were we saving $2,500 off somebody might say tommy if I'm in arizona
I got to ship the car but those dealerships were charging five grand above MSRP
So you got to pick your poison on what makes the most sense for me
I would rather get a discount and be able to ship a car if I have to
In order to make sure I'm getting taken care of and reward the dealership that is trying to do right for their clients
Rather than rewarding the dealership charging $5,000 above MSRP for convenience
About this episode
The hosts run a negotiation experiment for a Cadillac Escalade, starting with the idea that being “mean” to dealers might force a better deal. They compare dealer markups versus MSRP, talk about using stock numbers and demanding an out-the-door breakdown, and even debate whether asking for a specific color changes how seriously you’re taken. After role-play calls and add-on math (including ceramic coating), the conclusion lands: the “mean” tactic doesn’t work—market conditions and pricing structure matter more.
In this video I test Chevy Dude's theory that being mean to car salespeople gets you a better deal, live on camera while negotiating a Cadillac Escalade in New Jersey.I felt terrible doing it, the salesman knew exactly who I was halfway through the call, and the strategy did not produce anything my normal approach would not have gotten anyway.
