Dealing with automotive salespeople is probably the most painful part of the car buying process for just about everyone. But, alas, it is this part of the car buying puzzle that is all but inevitable.
Spending a few hours (and especially a large part of your day) conversing and dealing with a car salesperson can be a daunting task. No one likes to do this.
Probably more specifically, it is not specifically the salesperson; it’s the negotiating process that people despise. And at car dealerships negotiating, or the need to do so in order to get your best deal, is going to greet you at every turn – your trade (if applicable) – the car you are purchasing – and the financing options.
Throughout history the car buying experience has developed into an adversarial relationship between the potential car buyer and the dealership. Both sides have developed a mutual distrust for one another.
For you the buyer it’s important that you stay calm and focused the goal of getting your best deal.
The most important element for you to understand these days is that knowledge is power when it comes to negotiating car deals. What used to be ‘insider’ knowledge within the car business has now pretty much become an open book due to the readily available and wide spread information about the process and costs that are involved.
In order to get the negotiating process off on the right foot, you can get the salesperson excited about working with you by being reasonable with your requests and offers. If you come on too strong (thinking you have too as a form of defense) with unreasonable expectations, you’ll not garner the salesperson’s interest in negotiating anything with you. Remember, negotiating is creating a win-win scenario – not one in which I win – you lose.
Selling and negotiating are two different animals. Selling is all about establishing the needs and presenting a product that fits those needs at a particular price. Negotiating is establishing that price and terms at which the goods will exchange hands.
Negotiating is a time consuming process and this is where many car buyers either don’t take the time or give in after a certain amount of time. Also, when negotiating it also takes time to find someone willing to negotiate and work to put a good deal together. If you find that the salesperson or dealer doesn’t seem to want to negotiate in good faith, then move on; there are plenty who will.
Do your research and plan for spending some time if you want to insure that you get your best possible deal on a car. Shorting yourself in either area will make it not only more difficult to get the best deal but it will server to raise your frustration level throughout the car buying process as well.
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