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

At this point, of course, price comes into the picture and the negotiation begins. While it's true that your salesperson would like to close the deal on your first visit (a "spot delivery," it's called), professionals understand that this is not always going to be the case, especially if they're dealing with an educated auto buyer.

Let's assume you announce that you "want to think about it" or that you "want your spouse or friend to see the car." Most salespeople will assume that your real intent is to shop another dealer to compare prices. Once they know you're determined not to buy that day, they will give you a packet of literature, make sure you have their business card, and suggest that when you return the two of you can settle on the final price. No professional is going to "put You out on the street" with the final price offer that you can use as leverage with another dealer.

Pre-Sale, Follow-up
After you've left, the professional car salesperson will sit down and write you a letter thanking you for coming in, suggesting that he or she knows that you can get together on price, and that if you'd like, the salesperson will be happy to bring the car out to your office or house for another demo drive. The letter arrives the next day and you're impressed. Who wouldn't be? Here's someone who is really interested in earning your business. Expect a phone call as well.

Making the Deal
Eventually you return to the dealership and negotiate a deal. The good professional will always be just that-professional. He or she does not want to give away the store, but at the same time doesn't want to lose your business. When you finally come to an agreement, the salesperson will put all the "give and take" of the negotiation behind and extend a hand congratulating you on your purchase.