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

1. lndifference or "lCou6d& it Care Less"
Salespeople want you to fall in love with their cars. They want you to salivate and confess that if you don't have this car you may develop terminal warts. Don't ever let the salesperson know that you've fallen in love. In fact, make them think that you could not care less. Your attitude should convey the following message:

"Yes, I'm. in the market for a car, and I'll buy it when I find the car and the deal I like.
That could be today; that could be a morc.th from today. Now, if I find it here, ,great. If not, I'll go somewhere else and, in fact, I think I would. really rather shop somewhere else anyway. "

The idea that you might walk at any minute will make the salesperson work very hard to keep you there. Remember, the more salespeople think that they might lose you as a customer, the greater your opportunity for control.

2. Indecision or "l Can't Make Up My Mind"
Salespeople like customers who come in, identify a specific vehicle that they'd like to buy, know the options they want, and are prepared to get right to the deal. If there is one customer type that drives them crazy, it's the customer who can't seem to make up his or her mind. Sometimes referred to as "flakes," they jump from one car to another. One minute they say they are going to buy today and then the next they are going to think about it. Even when they sign the buyer's order, there's the fear that they will cancel the deal. Go ahead. Let them call you a "flake" behind your back, but keep them guessing.

When you're ready to buy, let them see a dramatic shift in your attitude: Make it clear that the only way you'll settle on a vehicle is if the salesperson can prove it's a great deal. And you'll know if it's a great deal because you will have done your homework and know exactly what the car has cost the dealer.