Here are another six tips for car buyers, from the author of THE CAR BUYER'S BIBLE. More tips to follow soon!
5. When you are negotiatig with the salesman, sit next to him, not across from him. Insist on it. Tell him you are not comfortable reading his writing upside down. Why? Psychologically, he will feel as though you and he are “on the same side. ” Sounds silly, but it really works. If it is impossible, try sitting beside the desk instead of in front of it.
6. Don’t accept coffee at the dealership. It will make you edgy. Do bring an ample supply of water and drink frequently. Why? First, it will keep you alert, and second, it will allow yourself to go to the restroom frequently, which will break the tension and the salesman’s intimidation over you. Who can argue with a bathroom break!
7. Stick to your plan… you made a plan, didn’t you?
8. Make a plan! BEFORE you go to the dealership, decide what a fair deal on the car is. Why? If you do not have any expectations as to what is fair, the salesman will declare a high price, and then you will struggle to lower it. It’s best if you have a number that you have worked out, and that you can back up with research. It’s amazing, but most people don’t do that, and it makes a lot of sense.
9. If you get confused or upset, do NOT make a deal. Why? You need to be thinking clearly and calmly when you are spending tens of thousands of dollars on a car.
10. Have fun. Why? Why not! There is NO reason you have to suffer through buying a car. If you are informed, strong, and calm, you will do fine, save money, and feel great buying your next car!
Robin Segal, Ph. D. , is the author of THE CAR BUYER'S BIBLE (Murray Hill Books, 2005), a consumer guide to buying a car. Available as an ebook too!