Generally, it was a little complicated to explain our situation to the salesperson today. However, Connor not only kept a VERY friendly and COMPREHENSIVE attitude to us from the very beginning to the very end, also he got my point so fast during our communications and that, in fact, motivated me to close the deal sooner than I thought.
Today both I and my wife drove hours to find an ideal car. Our plan was to try dealers one by one until the most satisfaction outcome occurs. Our expectation is to convince the dealer match the lowest price on cars.com. We thought we have time to bargain because this car basically would be used for winter.
We chose to come to this dealer first for two reasons:
(1) Last night, cars.com pushed me an email in response to my alert and it said a few listed Crosstrek's prices have just dropped;
(2) When I check out the listings from that email one by one, I found this dealer, which has 2000+ reviews with a 4.9- star, which, in my view, is like a miracle. However, the price listed here online was $1,200 higher than one other 4.9-star dealer and $3200 higher than the lowest price on cars.com (involving a trade-in).
Therefore, we decide to start with this dealer.
When we throw out our research regarding different prices, Connor took our situation very seriously - which helped a lot because we had our demand but we also had our need - and he caught both of them so concisely. By the way, Connor told us that the "reduced price" was probably a mistake by IT person, however, they decided to honor that price for us.
When we began our communications,
On one hand, Connor tried to convince me very reasonably about the price by comparing in details about the other public offers - honestly I did not compare it myself - I just thought all P trim are same, which were so wrong, and, that comparison did shorten the price gap. Most of all, we were impressed by Connor's method. It was a very open, honest, and reasonable comparison which ,definitely, could speak for itself.
On the other hand, Connor accurately understood our need. That made the deal way more effiective and it saved a lot of energy from both sides.
It was not a trick but a very efficient communications between us, Connor, and the sales supervisors. I would like to say that usually I do not believe in "the numbers we wrote down on the paper which was brought by salespersons to their managers for 'approve'". But this time, I found a solid common ground beneath both of us - and that provided hope & extra motivation for a potential win-win outcome, which made us feel very lucky and impressive.
Such common ground can only be established by trust & professionalism - the service Connor provided us was more than the money we paid for our car - though the other part of mine always told myself that the price we accepted was higher than I expected - with this trust, both of us might be able to step back a little bit, and we would actually be closer to our goal: they want to sell and we want to buy - at a price that work for both.
Also, there were many good ideas creatively applied to our case - solved our trouble/deadlock and no harm to both ours' and dealer's interest - well, probably a little bit more benefit for dealer I think :) - But I considered it as an alternative solution which can only be seen/introduced by the smart. It could be Connor's idea, or it could be the teams' idea - either way I appreciated to have the service here at this dealer. (+ When there were concerns for the financial part, Connor invited the financial person to enter and helped us clear the mist - very responsive and much appreciated though I thought the financial burden on us is not part of my original expectation) + (When financing in our case, it is like interest rate was no longer a concern, however, it would be us to pay for it even for only one month - I leave 5 star to Marty here but, with all due respect, I really wish he could help us lower the interest rate a little bit though it would work for one month only - I did not think about this small detail at that time of signing the contract - whereas, it could have felt better if an industrial expert stand in your shoes - typically not very applicable in sales)
The rest of today went well because obviously there was nothing else to worry about/concern. Even the heavy rain did not become a problem and we were safe back home eventually, with our new car. I am proud to use the plate frame which says the town's name and dealers' name because I would like to recomamend the quality service from this place and this dealer to others here in the town I live. Subaru is very useful here and remains popular - but it is a pity that local dealers seemed to consider the customer as an "easy money" to make, otherwise why their p trim's price was marked that much higher the cars.com? Even the Amex TureCar and Costco Auto Program would not help to lower the price substanticaly. Respect your customer and that is how the customers would respect you.
Sincerely, for Connor (and the team behind him, or say, the professional spirit behind this dealer). Happy July 4th!