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How many cars have you bought in your life? 

How many has your salesperson sold in his? 

See my point... ?

Rule #1: You are the salespersons paycheck.

What do I mean? 

The person you are dealing with at a car dealership depends on you to earn a living. He does not benefit from you being unhappy.

EVER. 

Why wouldn't you make him earn your business?  

Rule #2: Never become friends with salespeople.

What do I mean? 

The person you are dealing with at a car dealership isn't your friend. He is trained to build "rapport" with you and make you think he is earning your business.

He is not. 

He is convincing you that you are friends, and you can trust him, (you can). It's not really him we are after here though.

WE'RE AFTER A CAR. 

Rule #3: Never fall in love with a car before agreeing on a price. 

What do I mean? 

The person you are dealing with at a car dealership is depending on establishing "selection" with you. Once you've taken mental ownership of that bright yellow Corvette, him and his managers are free to abuse the hell out of your deal.

Remind yourself: This is not the last Chevy dealership nor is this it the last "nice" car salesman on the earth.

Rule #4: Know the market better than the market. 

What do I mean? 

The person you are dealing with at a car dealership wants you to believe no one else has his product available.

Run a search on Cars.com, AutoTrader.com, Edmunds.com, TrueCar.com, etc.

How many 2016 Honda Accord Sports are there in Massachusetts in Automatic and White paint?

KNOW your product better than the person selling it. KNOW the price better than his managers. KNOW where to go (or say you are going to go) if you don't meet your goal.

RULE #5: SET A TARGET

What do I mean? 

The person you are dealing with at a car dealership will confuse the hell out of you. 

He will give you all sorts of information and options and will exhaust you into settling for a price that is "ehh, not too bad" compared to what you had in mind when you saw their ad in the Sunday paper. 

Screw the Sunday paper. 

Do your homework well before you set foot into Boch or Ira or Herb Chambers, and see how much less time you will spend discussing absolutely nothing with the kind hearted fellow with the fake grin. 

 

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