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

"I know what I want. You don't need to sell me on the car. I'm ready to buy today if the deal is right. All I want is your best price. If you're ready to deal, we can save each other a lot of time. "

Follow Me
For some reason customers become lemmings on a car lot. When skilled salespeople decide it's time for a demo drive and sense that a prospect may be reluctant to invest the time, they will simply turn their backs and start to walk away, saying, "Come with me a minute." Like dutiful dogs, the customers follow and find themselves on a demo drive. More than just getting the person into the car, the ability to motivate the customer to follow confirms to the salesperson that he or she is in "control.

Getting an Early Commitment
One of the ploys salespeople use to confirm that you're a buyer today and to test what you're willing to pay is the "If I could, wudja?" test. If you're asked a question like:

"If I could get you this car for just $50 a month more than you're paying now and if I could get you, a great deal on your trade, would you buy today?"

If you answer yes there are two things you can count on: First, the salesperson is going to try to structure a deal for $50 or more per month above your current payments, and second, his or her conception of a great deal on your trade will be entirely different from yours.