A SALESPERSON PROTECTS HIS OWN INTEREST

Everything a salesperson learns about you, he will use against you. Always keep that in mind. A salesperson is not your friend.

Even your most casual comments are important to a good salesperson. So reveal only what you want the dealer to know, and no more, no less. When in doubt, say nothing.

THE WINNING STRATEGY THAT WILL WORK FOR YOU

Play dumb if it helps you. You don't have to know everything to do well in a negotiation. During the meeting of the salesperson and the test-drive, when the salesperson is still trying to classify you, you can appear to be a little confused, uncertain and weak.

Later, when it is too late for him to change his tactics and attitude, let him realize you are in control. When hit with technical or sales mumbo-jumbo you don't understand, saying "I don't know" will put him off guard.

Then say, "This deal is not good enough," and then let him offer concessions. Force him to guess if it is the price, the trade-in, the type of car or the competition.

If he is scrambling to make a deal, he may throw in things you never considered to make the deal go down. If pressed to explain why the deal isn't good enough, just say, "I don't know. It just doesn't seem good enough." Later, ask for a better price or something more specific.

When you are near an agreement, say no just one more time and see what happens. You never know. Something else might fall into your lap, especially if it is late at night.

USE YOUR TRADE-IN FOR ALL IT'S WORTH

When trying to sell your trade-in, tell the salesperson that the only thing standing in the way of a sale is getting a good price for your used car and after that everything should fall into place.
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