Want to know what the last thing a car salesperson whants to hear? What sends them into panic mode? You saying "I'm leaving!"

Watch them scramble! They will run after you on the lot as you're trying to leave and beg you to reconsider, and ask you to please come back in! Believe me . . . I've been there many times!

When I was a car salesman, I unfortunately ticked-off the occasional customer. So much so, that they would get up and storm out of the dealership vowing to never return. This is quite embarrassing and extremely stressful as you can probably imagine!

I knew that if the customer left the chances were that I would never see him or her again. Which equates into "no sale!" Then, to make matters worse I knew that if the Neanderthal sales manager saw my customer leaving, and I didn't get him or her back in, I would be in big trouble. I've seen salesmen get fired for letting customers leave.

When I became a sales manager I would have to keep close tabs on my salesmen just in case they had a customer walking out on them.

Standing orders were that if a customer was leaving without buying a car the sales person had to come and get me immediately. This would give me a chance to talk to the customer and try some spontaneous closing technique to sell him or her a car before leaving. Sometimes a fresh face in the deal, and especially a manager is perceived by the customer as the final authority.

Of course the bad news for the car dealership and the good news for the customer is that at this point some concession has to be made by the dealership in order to get the customer to start dealing again.

After a person is in the car business for a while it becomes painfully clear that if a customer leaves without buying, well...you're probably never going to see him or her again.

By using this technique the customer has at his or her disposal the most powerful strategy available for turning the tables on the car sales person and the dealership resulting in a more favorable deal for themselves.