Advantage : Woman
One of the little-known facts about the car business is that, according to several research sources, 50 percent of all cars are purchased by women and that 80 percent of all car purchases are directly impacted by women. Which is to say that married men seldom, if ever, buy a car their wives don't like.Based on these facts, one would assume that car salespeople would go out of their way to cater to women. Not so. In fact, in far too many cases salespeople-particularly rnales, although female salespeople are also guilty of this-make the assumption that the woman, is:

1. Just looking
2. Not the decision maker
3. Will not be the check signer
4. Will have to get approval from a male-e.g., husband, boyfriend

As a result, more than a few women leave dealerships feeling insulted, poorly treated, and determined to spend their money where they are treated with the respect that every buyer is due. But this is reality, and while it's just plain stupid for salespeople to be so myopic, their insensitivity and ignorance does offer women a rather unique opportunity. We call it "jujitsu shopping." As you probably know, the art of jujitsu is based on using the attacker's force to throw him to the ground and gain control. In jujitsu shopping, women have the opportu-nity to use a salesman's insensitivity to gain control and throw his . pofit expectations to the ground.

Tactic 1. You're Talking to t1ke, Wrong Person
Having done all your research, you go to the selected dealership companied by your husband, boyfriend, brother-any adult male wll do. When the salesperson arrives to greet you, tell him or her, very specifically, that you are in the market for a car. If the salesperson is ne of those who assume that the man is in chargeeven though ~ hu've told him that you are buying the car-he will probably direct aost of his conversation and presentation to the man. At some point possibly ten minutes into the presentation-the male should interrupt he salesperson and say something to the effect:

"I don't know why you're telling me all this. She's the one buyirang the car. I'm just alorcg, for the ride. "
At that point, without smiling, you nod in concurrence and say:
"He's right. It's my money. It's going to be mg car, and it will be my decision. Now, why don't we start all over again. "

The salesperson will immediately recognize the error. Don't be wiii-prised to see a little sweat break out on his or her forehead. You're aow in control, and you should be prepared to use any or all of the ounter tactics outlined in the next chapter.

Tactic 2. Make an Appointment
If you just want to reduce the hassle and if you're not interested in aand-to-hand combat with the salesperson-figuratively speaking, of aourse-you might consider calling a dealership and making a specific appointment with a salesperson to show you the car. Be very specific n terms of what you're looking for. Don't ask questions; make requests.

"Hello, my name is Ma,ry Jones, and I'm in the market for a ~?ew . I intend to make a decision within the next week '00 would like to make an appointment to learn more about the ar and take a test drive. I have time tomorrow or Thursday at tiuree p. m. "

If for some reason the salesperson refuses to take you seriously or sounds as if he or she is about to brush you off, you can strike a blow for your ego by saying:

"It sounds to me as if selling me a car might be an imposition on, you. Possibly you can transfer me to your sales manager. (And 1!au might want to find out his or her name prior to the call -just in case.) I'm sure that he can find someone in the dealership who might show a little more interest in selliug cars. "

Tactic 3. "Go ahead . . . Make Tkeir Day"
If at any time you feel you are being mistreated or abused-and it should be clearly blatant-get up and walk into the sales manager's office and, in a very firm, unemotional, but determined manner say:

"I have come here to buy a car. Clearly the salesperson I'm dealing with does not take me seriously (or ... needs work on his interpersonal skills ... or, has other thiugs to do ... ) and I would appreciate your assigning someone else to me. If this is not couve¬uierr,t, you can call me at home. Meanwhile, I intend to shop your competitor. "

Again, no manager wants to see a checkbook walk out of the dealership. Chances are they will grovel a bit in hopes of placating you. On the other hand, you may find a sales manager who is just as insensitive. In any event, a letter to the dealer expressing your displeasure and the suggestion that your story will make good conversation with your friends will most certainly make the salesperson's day ... miserable.