The Car Buying Process

The Car Buying Process

Various "methods" are used by car salespeople. In general, however, a description of the process can be

condensed into a simple set of steps (which are actually taught to many salespeople during their training

sessions). The number of steps varies according to the source, but the basics are virtually the same.

Remember, car salespeople are not "evil." They are simply doing their job. To get the "best deal," you must

also work.

Step One: Establishment

Most people are more likely to buy if they feel comfortable with the salesperson. For that reason the

salesperson is urged to quickly establish a "relationship" with you. A firm handshake, name exchange (usually

including the repeating of your name), and an introduction to any other parties with you is compulsory. A good

salesperson will pay equal attention to spouses (or significant others), but often will pay less attention to

someone brought along to "help you" (unless the other person is a party to the deal such as a co-signer).

Step Two: Investigation

Here the salesperson will try to determine your interests. A good salesperson will ask questions to assess your

tastes, financial characteristics, and intentions regarding time of purchase. Beyond an assessment of your

tastes, questions may include some of the following. How much do you want your payments to be? How much

do you want to pay? How much do you want for your trade-in? How much do you plan to pay down?

(Usually the less information you give at this stage, the better off you will be.)

Step Three: Presentation and Demonstration

This step usually starts with the isolation of the vehicle. This is done to focus your interests. The salesperson

will often lead you around the vehicle pointing out its styling, safety, and convenience features. This is to let

you know as much about the vehicle as possible before you drive it.

The demonstration phase consists of your driving the vehicle. Usually, the salesperson will go with you.

However, many dealers will let you drive the vehicle alone if you provide a copy of your driver=s license and

proof of insurance. Driving the vehicle without the salesperson allows you and any others in your party to talk

openly about what you like about the vehicle without fear that it will later be used against you in negotiations.

During this phase carefully check the sticker price and look for any "dealer add-ons." Common add-ons

include fabric protection, paint sealant, dealer prep, etc. Most of these items can be negotiated down to zero if

the vehicle is in sufficient supply.

Step Four: AIf I, Would You?@ (Negotiation and Write-up)

If you indicate that you want to think about the purchase or leave to drive a competitor=s vehicle, the

salesperson will usually try to move negotiations forward by asking if you are willing to buy the car today if

you are offered a great deal. This is the true start of the negotiation phase. If you are really interested, tell them

that you will buy if the deal is good enough. Otherwise, you usually will not be offered the "best deal possible"

because the dealer is afraid you will take the offer elsewhere to use as a bargaining chip.

Often at this point the salesperson will ask for the keys to a potential trade-in vehicle. Be smart regarding what

you leave in a vehicle. Although most dealers will not allow employees to rifle through your belongings, they

are trained to notice all that is "in plain view." Don=t be surprised if after the test drive the salesperson begins

to talk about fishing or camping if you leave a copy of Field and Stream in your seat. (Sometimes copies of

flyers or printouts with information for competing vehicles may be strategically left in view to let the dealer

know that you are not "locked-in" on their vehicle.) Often, you will not see your keys again for a while.

Dealers seem to think that holding your keys increases your commitment. If you start to leave, it also gives

them time to send the manager to ask what is wrong or try to switch you to a different salesperson to try to help

restart negotiations. If this bothers you, remember that the keys are yours and you have every

...