Almost everyone I know has had’an experience’ with a car dealer. Especially those who live in the States where not having a 4 wheeler is a handicap. As always every instance is a’seat-of-the-pants’ type experience - but here are a few generic observations I made that some of you might find useful when choosing a car/dealer.
You are the boss
This is perhaps the most understated piece of advice you can get before you go to a dealer. It’s very simple. Car dealers are salesmen. They are out to sell what they’ve got - and selling gives them a commission - so before you go to a dealership - make a BIG mental note of that. You are the boss. Salesmen are out to make a dent in your pocket. Every blue sky phrase or helpful comment you hear has an unspoken connotation to it. Do not be fooled. It’s your money and you know best what your money’s worth.
Do your homework
A lot of people don’t do this simply because of lack of time or just because it’s a lot of work. But trust me, the effort expended on this exercise is well worth the pain you will go through when you find you’ve been had just because you didnt give yourself a little primer on what you’re getting into. When you walk into a dealership, salesmen have a way of’reading’ you. Naivete is the first sign of weakness. And when a salesman gets that little edge over you, you will be consumed by a plethora of facts and figures that you, the hapless customer, will have to swallow. What might seemingly appear like a killer deal will actually turn out to be your worst nightmare. So do some sniffing around before you walk in. The web has a tremendous knowledge base of information and tips for anyone buying a car. Read them and heed them. The savings will be worth the effort.
The car salesman is not your friend
Ahh the’helpful salesman’ trick. This one is a popular tactic. Most good salesmen make great magicians. Why - you might ask. When a magician performs a trick in front of you don’t you get amazed? Don’t you feel totally and hopelessly gullible? Because the magician creates this illusory world where you are fooled into believing everything he does is real! But in the back of your mind there is a little voice telling you it was just a trick. That little voice is your friend. Always, ALWAYS give yourself the benefit of the doubt. Salesmen that take you to a corner and’confide’ in you saying that they can save you a couple of extra bucks are actually drawing you into a carefully spun web of words and numbers. The kicker is they are out to make you buy into their little scheme to sell a car at a humongous profit. Never heed their words. What might seem really lucrative to you in that state of mind at that moment - will come back later to haunt you in your sleep.
Don’t be impulsive
Here’s a very important tip for people like me who don’t really care about anything when it comes to getting their dream car. Again, salesmen can sense the excitement or the desperation in your voice. Remember they are studying your every move - looking for that one sign to attack your psyche. Keep your cool. The car you want at the price you want will give you a lot of satisfaction. But it takes time and a lot of patience. As long as you hold the fort in the dealership, the salesman will work on your terms.
If you are getting financed, study the terms and conditions
Yes this can be a tricky one. Lower monthly payments do not necessarily translate to a good deal. Find out what the car is worth, find out what your interest rate is and find out what the loan period is. Do the math. Not so long ago, I wanted to trade my Toyota Corolla in for a Ford Mustang(which has long been one of my dream cars). After they worked the numbers, out came the dealer with the spiel on the deal. 30 dollars cheaper than the monthly payment I was making now! It seemed too good to be true! That’s when that little voice in my head kicked in - and prompted me to ask for more details. Then came the little detail that the salesman who claimed to be my so called’friend’ had carefully chosen to omit. The rate was for a 6 year loan as opposed to 5 years! Oh boy. Before he could say another word, I walked out and hit the road.
And here’s my favorite:
Give the sales guy a taste of his own medicine
This is for those of you out there with the gift of the gab. Use it to your advantage. The worst thing you can do to a sales guy is give him a little taste of his own medicine. Work the deal on your terms only. Don’t give him an inch. Dangle the promise of the moolah in front of him - be his’friend’ - work that psychology. A few salesmen will read your mind and back off to save their own rear ends - but there are quite a few that will fall for it hook, line and sinker. Your words could land you a winner of a deal!
Well in conclusion I will say this - buying a car is not like going to a store and picking up your favorite CD. Everything in a dealership is negotiable - the more eager they are to make a sale, the more they will bend to your terms. Gather as much input as you can, talk to people, gather from their experiences and then decide how you want to go about buying your car. Should the deal work out well for you, you will be rewarded with the car of your dreams at a price that will make you pat your own back every single time you drive that car - simply because you EARNED IT.