| If
You Know Their Rules ...
You Can Play Their Games
During
The Negotiation – Tips
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Make up your mind to be pleasant, friendly, and uncombative.
It is very hard for a salesperson to negotiate with a
nice person who simply refuses to be "bumped."
-
Never
let the seller know exactly what you're thinking. The
only time you want to appear to reveal your true feelings
is when it comes to pointing out flaws or problems in
the seller's car. Consult the ploys and countertactics
in "About Buying New Cars."
3.
Never
divulge what you're really willing to pay. If you are on a
dealer's lot, one of the first questions the salesperson will
ask is: "What are you looking to spend?" If you
have not as yet settled on a car and are "just looking,"
you might find it to your advantage to give the salesperson
a price range. However, offer a price range that is twenty
to thirty percent higher than your actual target price. The
reason is because any car the salesperson shows you is going
to be priced about twenty to thirty percent above what the
dealer is willing to take.
4.
Always be ready to walk away. Be nice. Be polite. In fact,
if you're up to it, feign some personal pain that you were
unable to make the deal. As you walk away, walk slowly. If
you're in a dealership, take your time getting off the lot.
Chances are the salesperson will make one last attempt to
reach an agreeable price. Remember, no dealer and no private
buyer wants to see someone who has the money and is ready
to buy today walk away from a possible sale.
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