The favorite kind of customer for dealers is the payment customer. You know, the ones who don't care how much, they just want the car that they want for payments that they can afford. Unfortunately, even those who are not strictly payment buyers can be swayed into becoming one inadvertently through very structured techniques that some car dealers use. The 4-square is one of those techniques. This article from Gather is an excellent example of how the 4-square works. It may seem like a very dumb customer who falls for it, but trust me, even a very astute car buyer can fall into the trap under the right circumstances and with the right salesperson.
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