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

Your countertactic
While you certainly want to know your monthly exposure, don't say yes to this question even if the number sounds good. Why? Because the seller may be quoting you the payment for a five-year finance program. Or he or she may be just testing to see if you're ready to buy at any price. Your best, answer is to respond with questions:

"How -many months are you quoting me?"
"What does that include? Taxes, transportation, title, r-eg2stratio n?"

Understand that when a customer tells a salesperson, "I'm looking for a payment in, the $,200 range," the smart salesperson will simply find the terms-48 months, 60 months, or even 72 months that will put you at that figure. Or they will quote you a number slightly above your range in hopes of splitting the difference and adding more profit to the deal.

The Boss Is the Enemy
One of the classic ploys is for the salesperson to tell you that he or she is on your side working against "the boss." The boss is presented as the bad guy who is out to squeeze customers for every last drop of profit. At the same time, he is depicted as someone who can be dealt with (if only you'll just "meet us halfway"). And lo and behold, it turns out that your sales rep is your new best friend and protector who is ready to fight the good fight on your behalf.

Yeah, right!
The only "bad guy"-or maybe a softer and kinder word is "adversary"-is you. You have the money and your unwillingness to okay the deal stands in the way of a nice commission. So why wouldn't you be the bad guy`?