Hi ,

When I say con, I mean it in the traditional sense.

Confidence.

It’s all about firming up trust and certainty in a deal.

Ultimately, trust is the thing we’re all always selling.

Relationship glue.

Hard to make.

Easy to break.

Picture this:

You found a used car you like online.  You go down to the dealer to check it out. 

Everything seems fine.  

Not too many dents, dings, scratches or high miles.

Only problem…

The price is a “little high.”

To make this work you’ve either gotta accept the price they’re asking or see if

you can’t make a deal.

In case you didn’t know, used cars are notoriously difficult transactions, but…

They’re also the bread and butter profit centers for most used car dealerships.

Know what makes them difficult deals?

No “used car” factory. 

No manufacturer suggested retail price. 

It’s just two parties circling around each other, trying to figure out: "How much is

this really worth? And can we make a deal?"

• Buyers want to pay next to nothing.

• Sellers want all the money they can get.

• The gap is what both parties need to understand how to navigate.

Dealers come war pack stacked with tools.

Buyers - they usually come in armed with a sword of internet access and a

mighty shield of skepticism. 

First step, understand all what you’re working with.

Gotta make best use of what we’ve got, right?

Great deal makers learn to wield weapons of trust.

Things like:

• Maintenance records = "This wasn’t beat to sh*t by a car rental company was it?"
• Certifications = "What’s the certification guarantee mean?"
• Reputation & “Like” vibes - "Do we even like each other?"

These are just some of the things to consider, but a lot of it has to do with groping around, feeling each other out, making decisions based on feelz.

Part of the problem used car dealers have is the asymmetrical info problem.

They have access to data private parties aren’t privy to, which does make for a bit of a sticking point.

But then there's Pawn Stars...

Those guys don't pretend to know what your grandma's vase is worth.

When they have no clue what the price of whatever the thing is, what do they do?

They call in some weird rando artifact expert with the Amish looking beard & hat.

Somehow that dude is an ordained authority in this exact weird thing we’re talking about that no one in the whole world has ever heard of before grandma died.

That guy is like:

“Based on my rare unverifiable knowledge about this exact weird topic, this seems legit.  It’s worth $10,000 dollars because I know so.”

The Pawn Star and the customer are both made aware of its value at that moment.

Then negotiations begin.

I don’t know if that’s the full story, but the way they depict it… I mean it seems

more transparent and fair, right?

The lesson?

Deals aren’t about the thing. 

They’re about the leverage points around it.

• Trust
• Affinity (Do they like you?)
• Pedigree
• Scarcity
• The art of justifying why your number isn’t insane

This Friday let’s talk more about it.

I’m breaking down the most useful invisible levers I know about that turn “maybe’s” into money…

Or, you know… at least gets a definitive answer on the table.

Want to join us?

It’s free on Friday.

Paid later.

→ Click here and sign up if you want to join us

See you then.

In your corner!

Carlos "Deal Leverage" Rosario

P.S. The best negotiators aren’t the button pushiest.  

They’re just masters of knowing what buttons to push.

Makes sense?

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