Dale Dallman worked in the CAR business for decades. He started at Frontier Chevrolet in Billings, Montana. He worked the hardest part of the dealership, the USED CAR LOT! Frontier Chevrolet had 37 salespeople after it was bought out and renamed Denny Menholt Chevrolet. Dallman was #1 in sales from the beginning. Dallman invented the tool that made him famous, “THE BIRD DOG BUCK.” It was a copy of a $100 bill, with his picture on it. It had a section for the previous buyer to print their name, and for the potential new buyer to print their name. The idea was to send ten copies to every person who bought a car from him. It asked the buyer to give one to every person they thought might be interested in buying a car. The instructions printed on the fake bill were “Give this to a potential buyer. If they present it to the dealership and ask for Dallman, you will receive a $25 “Bird Dog” check! The potential buyer will get a $500 discount on their purchase.” It got to the point that he didn’t even need to stand at the door and wait for new walk-ins. He had a secretary who handled his appointments!
Dallman then went out to the West Coast. Here, he worked on new and used cars for a Chevrolet dealer in the car village in Olympia, Washington. He and his best friend (both from Billings) worked there. The idea for a book started there, but Dallman needed a broader cross-section of the car business, so he moved to Gilchrist Buick in Tacoma, Washington, to reach a different class of buyers. He did so well that Buick Motor Division had him do training videos that they used internally in National training.
Dallman decided to go to Germany on a contract with TOYOTA WORLD. The job was working the locations on the military bases where the military could buy cars and use them in-country, order one to be picked up at a dealer back in the states when they rotated home.
Dallman now does consultant work for buyers. He has instructed sales classes and trained both BUYERS and the salesmen, trying to get your money! Dallman has advised many dealers and salespeople. But he loves helping buyers outsmart the Dealers more!
BLURB:
Buying a car. Just those three words can conjure up a whole swirl of emotions.
For some, it’s the thrill of a sleek new model—the scent of fresh upholstery and the promise of open roads. For others, it’s a daunting odyssey filled with jargon, pressure, and the fear of an expensive mistake.
Wherever you fall, you’re reading this because buying a car is a significant life event.
We’ve all stood on the lot, squinting at price tags, decoding financing offers, and feeling the push to “act now.” It’s easy to feel outmatched—to wish for an expert at your side. Consider this book that expert: your trusted co-pilot on a journey that’s both exciting and rewarding.
This isn’t just a checklist—it’s a philosophy. You’ll learn to approach car buying with clarity and confidence, understand financing, master the test drive, and negotiate with purpose, ensuring that you walk away feeling like a winner.
Whether you’re a first-time buyer, upgrading, or simply overwhelmed by options, this book is for you.
So, buckle up. Get ready to embark on a journey that will not only lead you to the perfect vehicle but will also leave you feeling empowered, informed, and ready to hit the road with a smile.
Happy driving!
EXCERPT:
The Mega car dealers worked up a sales system
designed to cost you money! It was to psychologically make your brain pick the
one item out of four you reacted to most. The four items are PRICE, DOWN
PAYMENT, TRADE ALLOWANCE, and MONTHLY PAYMENT! The designs were different, but
the concept was just as deadly.
The top, center of the Four Square Sheet describes
the vehicle you are buying. The Brand, Year, and Serial number, then, at the
bottom of the sheet, they drew four separate squares. They were all blank
squares. The salesperson would have you settle into a specific vehicle and fill
in the center part. He wouldn’t fill in the squares. He would talk to you about
price, down payment, trade-in, and monthly payment, but not write in the
squares. He would ask about a down payment.
Then, he would leave you to talk to the boss. This
time alone does two things. It allowed you to talk over the information you had
given the salesperson, and it was a cool-down period to settle your jitters.
Now he has left you to tell the Desk Manager
everything you discussed. The Desk Manager then fills out the four squares on
the bottom of the selling sheet. He lists the FULL selling price, including all
dealer-added options and extra profit, in one square. He writes a very low
value in another square for the price they offer for your trade. The next
square gets a very high cash down payment figure. The last square gets a very
high monthly payment figure.
I grew up in the small town of Rutland (150 pop.), North Dakota!! I spent my youth on my uncle's farm. We moved to the metropolis of Minot, with a population of 20,000, when I was 6 or 7. We lived so close to Roosevelt Zoo, the animals were my neighbors!
When did you begin writing?
I began writing in grade school! The teacher used to read my little stories to the class. I continued when I joined the US Marines! Then, as I made a living as a traveling salesman, I would tape thoughts as I drove.
Do you feel your hometown influenced your writing?
The hometown influence!! Well. I have the towns in every book in one way or another! I guess I have a draw to the small-town safety net!
What inspired you to write Drive Down the Purchase Price of Your New Car? Did you perform research for this book? If yes, how did you approach finding the sources you required?
This book is about helping you SAVE MONEY!! Very simple story! Read it, follow the guidance of someone who went from sales to management in the car business. It is written with examples and stories of the dealers, but the big story is that it explains the four types of buyers!
I was inspired to write it after watching a friend go to the dealer and return exasperated and frustrated, saying she was going to do what the salesman said! I went back with her and saved her $4,000! That is inspiration!
Where can readers buy your book?
Readers can buy my book on
AMAZON,
Barnes & Noble, most bookstores, or from me! I will autograph and mail them personally!
What is up next for you?
My next adventures are already in the swimming pool!! First, "WHITE BUFFALO," a story of nature and MONTANA!! Then the next attempt is: “STILL STANDING," a story of life!
Is there anything you would like to add?
I want to praise the people who have helped me realize a "Bucket List"!
My wife Cassandra, who just saw me through a rodeo with cancer(she has a book on this journey, JESUS CHRIST, the Chief Physician), my publisher and friend Traci Wooden, and all the people who believed in me and purchased my treasures!
Dale Dallman will be awarding a
$15 Amazon/BN gift card to a
