Who didn’t dream having his own car? I, personally, know the importance of having a car since I was a kid. However, I also know that owning one is not as easy as one, two, three. Of course, this is something that we cannot just pick up off the shelf, pay for it, and bring it home. As a matter of fact, this type of purchase has a long and tiring process.
According to the Center for Responsible Lending’s Senior Vice President Chris Kukla, “One of the best things you can do is walk away. That’s one of the most effective negotiating strategies you might have.” You see, the process consists of the haggling with the price, talking and negotiating with the bank representatives and finance managers, and even trying to get the best deal out of your trade-in.
So to guide you, here are some of the things that every car salesman prays you’re unaware of.
Make Use of Time
At some point in the negotiation, you’ll get tired, hungry, thirsty, or anything that will make you want to end the negotiation. In this case, car salesmen will then use time as an alas against you. They’ll make the process really long that will make you, your wife or husband and your kids thirsty, hungry, and tired. In this part, they’ll offer you something like a bottle of water (or anything that you need) to pretend like they’re attending your needs while also drawing out the negotiation process. Make sure you’re the one who’s in control by saying a statement like “We’ll talk about the price and such tomorrow. I’m here to do a test drive.”
Power of Persuasion
The sales team is very much knowledgeable in terms of persuading people. The tactic here is to assess not only what you want in the dealership but also your weak points. Some car dealers will use psychological questions to know more about your profile and will guide them to close the sale in a snap.
One good tip is to be straight to the point: Tell the salesman about the car that you want, how you want it to be equipped, then haggle the price. In that way, you’ll have a control in the negotiation.
The Porcupine Close
In this tactic, the main focus is to sell the car “today.” You’ll hear a question like, “If you get this at $x.xx per month, will that make you bring the car today?” However, questions may also vary.
What you need to do is say things like “I’m not really sure if I’m willing to make a decision today,” or something like “I need to do more research. I think I’ll have to talk to some dealers today.”
I know that everyone’s dreading to buy a car in this period of time. However, don’t get tricked by some car salesmen by knowing what you want and by being firm in your decision. Got any other tips for us? Share it down in our comment box!
Author Biography: Terrence Clarke is a person who loves everything about cars – from tires to keys. As a matter of fact, he is working in one of the mobile mechanics in Houston. In his spare time, he shares his fascination in the online community by writing.