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

On a demo drive the good salesperson will drive first. After a few minutes he or she will pull over, stop the car, and invite you to change
places. At that time the salesperson will explain how to adjust the seat, headrest, steering wheel, temperature controls, and be sure that you're in a comfortable driving position.

During the demo drive you'll be taken on a route designed to show off the car's suspension, steering, and acceleration. In addition to talking about the attributes of the car, the professional will continue to "information gather" with questions like:

"How soon willl you be needing a car?"
"Is there anyone else who will be involved in the decision?"

If you answer "soon" and "your spouse," don't be surprised if the salesperson suggests that you take the opportunity now to show the vehicle t ;o the other person.

They will also ask if you're planning to trade in your current car, if you plan to finance, or are considering a lease. As we'll discuss in the strategy section, it may not be in your best interest to provide direct and definitive answers at this time. But don't hold it against a salesperson for asking. This is part of the qualifying process, and your answers provide them with the information they need to prepare themselves for the negotiation.