They
are convinced that, the dealership is going to try to
cheat them on their trade and overcharge them on the
new car and "by golly" they are going to "beat
up the salesperson" before he or she gets a chance
to beat them up.
At
the other end of the spectrum are people who dread the
prospect of buying a new car. They don't want, to endure
the hassle. They come in hoping to find someone who
will treat them fairly and not take advantage of the
situation. These people often agree to almost anything
just to get it over with. In fairness, some car salespeople
will be "gentle." They are smart enough to
know that the prospect can also be the source of future
referrals. But remember, no matter how altruistic or
kind-hearted salespeople might appear, they did not
come to work that morning to do social work
They
are there to earn a commission. Money-not you-is the
ultimate bottom line. As an informed auto buyer you're
totally different. While you will enter a dealership
with a strategy, an objective, and, most important,
with all the facts, you will also enter with the resolve
to remain calm, pleasant, somewhat reserved, but clearly
very determined and focused. Salespeople work very hard
to out-bully bullies and to dream.
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