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

dealership are going to do their best to "take" them in one way or another. On the other hand, many salespeople in the dealership assume that customers are going to try to "beat them up" on price and lie about anything from the number of places they've shopped to the condition of their trade-in. The trouble with assumptions is that they are just that: assumptions. Left untested by facts, they can make a negotiation very difficult for both parties.

Step 2. Fact- Finding Information Gathering
Good negotiators always make an effort to get all their facts before the negotiation. In the car business this means that you should research the vehicle you want to buy, determine the real cost of that vehicle, know the actual wholesale value of your trade-in, and shop for the best financing.

This process begins before you walk into a showroom and continues throughout the sales encounter.
On the dealership side, good salespeople begin by knowing their product thoroughly-obviously before the customer walks in. Once in front of the customer, good salespeople conduct their fact-finding and research by asking questions, listening, and observing. Their objective is to learn as much about the customer's needs, wants, and purchase ability as possible.

Step 3. Confrontation
Once the sales process begins to focus on price, the lines are drawn and the issue becomes: your money and how much of it you're willing to pay in exchange for the desired car. There are two possible outcomes to the confrontation phase:
1. You do not come to an agreement on price and leave.
2. You come to an agreement and buy the car, van, or truck.