If You Know Their Rules ...
You Can Play Their Games

Tactic 1. You're Talking the Wrong Person

Having done all your research, you go to the selected dealership accompanied by your husband, boyfriend, brother-any adult male will do. When the salesperson arrives to greet you, tell him or her, very specifically, that you are in the market for a car. If the salesperson is one of those who assume that the man is in charge-even though you've told him that you are buying the car-he will probably direct most of his conversation and presentation to the man. At some pointpossibly ten minutes into the presentation-the male should interrupt the salesperson and say something to the effect:

Tactic 2. Make an Appointment

If you just want to reduce the hassle and if you're not interested in hand-to-hand combat with the salesperson-figuratively speaking, of course-you might consider calling a dealership and making a specific appointment with a salesperson to show you the car. Be very specific in terms of what you're looking for. Don't ask questions; make requests.

"Hello, my name is Mary Jones, and I'm in the market .for a new . I intend to make. a decision within the and would week and would like to make an appointment to learn more about the car and take a test drive. I have time tomorrow or Thursday at three p. m.