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...
Me Exterior Inspection
A Word about Perforntiag Mess, Tests
If you are uncomfortable performing some of these tests-especially those involving the engine and the fluids-or if you don't trust yours...
Agreeing on a price for Your Trade-in
If you plan to trade in your car for the new one, announce to the salesperson after the presentation and demo drive that you'd like to get an idea of the value o...
Dealership Ploys and Your Countertactics
The following chapter describes a number of dealership ploys, devices, and games designed to control the sale and extract the maximum amount of profit. Here a...
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...
Qualifiying
One of the first steps in virtually any sales situation is for the seller to qualify the buyer. In car sales, the salesperson is looking for two types of information:
1. Vehicle-relat...
Advantage : Woman
One of the little-known facts about the car business is that, according to several research sources, 50 percent of all cars are purchased by women and that 80 percent of all car pur...
About Buying New Cars
LoselLose: This is an agreement, of sorts, in that you have "agreed" not to buy the car and the salesperson has "agreed" not to sell it to you because you si...
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 ...
