Robert came home from the car dealer without a new car.
He told his wife he’d refused the price and walked away. The salesman had followed him all the way to the bus stop.
His wife looked impressed.
What did he offer you? she asked….
Robert had watched a video about buying a car. Never look too keen, it said. Always be prepared to walk away.
His wife, Anne, asked whether he knew which car he wanted.
Of course. But I won’t tell him that.
At the dealership, he pointed casually at the model he’d spent three evenings discussing at home.
The salesman, Mike, offered him a test drive.
Robert said he might consider one.
Afterwards, he said it was all right. He avoided mentioning the heated seats, which he was still thinking about.
Mike asked whether they should discuss his old car as a trade-in.
Robert handed over the keys so it could be valued.
The price of the new car was higher than he’d planned. He offered less. Mike offered a smaller reduction.
Robert stood up.
I’m prepared to walk away.
Mike said he was sorry they couldn’t agree.
Robert walked out.
He reached the road before remembering his old car was still being inspected. Going straight back would spoil the effect.
He continued towards the bus stop.
Mike hurried after him with his keys. The car would be brought round in a few minutes.
Robert said he’d come back for it tomorrow. He wanted Mike to know he meant it.
Mike asked whether he had a way home. Robert pointed at the bus stop.
At home, Anne looked out at the empty drive.
Robert said the salesman had followed him right down the road.
So the walking away worked?
Eventually.
What did you get him to knock off the price?
Nothing, but he paid my bus fare.
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