Choosing a Pre-Shopping Attitude
One of the elements of your shopping strategy should be the adoption of an attitude designed to help keep the salesperson off balance-and therefore not in control. He...
The Informed Auto Buyer
Salespeople identify essentially five different types of buyers. We are :adding a sixth buyer type to the list.
Cash buyers. These are people who pay cash for the vehic...
How to Buy a Used Car and Not Get Taken
A Word about This Segment
This segment was developed by people who know the used-vehicle market. Their objective was to provide a reference that would help yo...
Buyers Order Check Sheet
1. The date of the transaction
2. Make and model of the car your are buying
3. The VIN number of the car You are buying
4. The total amount that you have agreed to pay for...
Shopping for Your Vehicle
At this point you should have collected all the relevant facts on the vehicle, the options, and the pricing. Now you're ready to plan and execute your buying strategy.Plan y...
Franchise Automobile Dealers
The major advantage of shopping the used-car lots of new-car dealers is that they frequently have the widest selection of low-mileage, latemodel used cars. If you decid...
Allowance Buyers : Customers who are primarily interested in the amount the dealer gives them for their current car.
Book Value : The wholesale value of the car ...
Rejecting Your Offer
You can almost put money on the probability that the salesperson will return with a long face saying that management has turned down your offer. If you have properly selected the...
The Cost You Don’t See
The second set of numbers is what the manufacturer charges the dealer for the car and the options. This is referred to as the invoice or "tissue" cost. The diff...
Meet and Greet
Any salesperson worth his or her commission will want to make a good first impression and establish some degree of rapport. In the best of circumstances, they want you to think of them...
