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

Your countertactic
Understand that for the informed auto buyer, every day is a "sale" day.

Control the Sale
As we've discussed, salespeople and dealerships have developed any number of tactics designed to control the sale.

Your countertactic
There are any number of ways you can take control. One is to utilize a diversion created by a "helper." Specifically a second person who appears to be helping the buyer make a purchase decision. When you and the friend walk in, make it clear to the salesperson that the car, van, or truck is for you and that you will make the decision. Prior to your visit, instruct your friend to carry a pad and pencil and make notes. The person should say virtually nothing to the salesperson. However, occasionally they should lean over and whisper in your ear as though imparting some useful strategic information. In reality, it could be the time of day. The presence of the "helper" and the whispers will drive the salesperson crazy and leave you in control.

A variation on this is for you to use a pad and make notes throughout the presentation. This will bother the high-pressure salesperson because it suggests that you are not being swept away by his or her sales pitch and intend to analyze every aspect of the deal closely.

Still another is the "broken record" routine. This tactic is one in which you lay out the price you're willing to pay and then just keep repeating it until you get your way. Kids have been using this technique with their parents for years.