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Beat the Car Salesman

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BUY OR LEASE A CAR WITH CONFIDENCE

Each year millions of prospective buyers put themselves at the mercy of intimidating and manipulative car salesman who use any scheme, strategy or scam they can devise to lure you into overpaying for a vehicle. Now a former car salesman turned consumer advocate exposes the tricks, traps and lies of these sleazy opportunists,. and takes you through each step of the car buying process in this easy and effective ...

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1998 Mass-market paperback Good. No dust jacket as issued. Some scrapes and scuffs on cover/Some signs of wear Mass market (rack) paperback. Glued binding. 144 p. Audience: ... General/trade. Read more Show Less

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Overview

BUY OR LEASE A CAR WITH CONFIDENCE

Each year millions of prospective buyers put themselves at the mercy of intimidating and manipulative car salesman who use any scheme, strategy or scam they can devise to lure you into overpaying for a vehicle. Now a former car salesman turned consumer advocate exposes the tricks, traps and lies of these sleazy opportunists,. and takes you through each step of the car buying process in this easy and effective moneysaving reference guide.

Whether you plan on buying a new or used car, this insightful, revealing ands accessible manual helps you select and purchase the right car that satisfies both you and your budget.

LEARN THE FIVE EASY STEPS TO BUYING WITHOUT GETTING RIPPED OFF:Understanding the game Shopping with confidence Choosing the right car Preparing to buy Buying like an expert

BEAT THE CAR SALESMAN helps you with preliminary research by listing sources for facts, figures and websites regarding any vehicle under consideration. Handy charts quickly break down monthly payments, list toll-free numbers for all major auto manufacturers, and recap strategic buying pointers. from understanding option packages to calculating your budget to recognizing the tactics used by the salesman and dealerships, this book will make you a car-buying pro.

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Product Details

  • ISBN-13: 9780380797592
  • Publisher: HarperCollins Publishers
  • Publication date: 6/1/1998
  • Format: Mass Market Paperback
  • Pages: 160
  • Product dimensions: 4.13 (w) x 6.80 (h) x 0.44 (d)

Read an Excerpt

STEP ONE:
Understanding the Game

To the car salesman, the process of selling cars is a game. It doesn't matter if he's selling domestic cars or foreign cars. It doesn't matter if he's working at a small neighborhood dealer ship or a high volume mega-dealership. It doesn't matter if his style is slow and easy with a casual touch or fast and hard with a high pressure edge.

It doesn't matter where the salesman sells cars or how he sells cars. What matters is this fact: All car salesmen are playing the same game with the same basic game plan.

That makes things easier for you because once you understand his game and how it's played, you can walk into any dealership in America, deal effectively with the salesman, and win.

THE GOAL OF THE GAME

The car salesman's game is a game of strategy and, like all strategic games, has a specific goal.

The goal of the car salesman's game is to sell you a car—that is in stock—at the highest possible price—today.

If you've already done some car shopping, you may have experienced the kind of pressure the salesman can exert on you to buy today. There are two reasons why it's so important to him that you buy a car today:

1. Buying today means you're emotionally charged. The salesman knows that if he can get you to buy today, before you've done all of your homework and before you're fully ready, then you're probably buying because you're hooked emotionally. Maybe you're turned on by the smell and feel of that car. Maybe you're excited by the anticipation of showing it off to your friends. Or maybe you're jazzed by the promise of a super deal.

Whatever it is, you're reacting on an emotional level. And that'sexactly what the sales man wants because he knows this all important fact:

The emotionally-charged buyer negotiates less effectively and, therefore, ends up paying more for his car than the analytical buyer.

That's important to the car salesman be cause he works entirely on commission. If you pay more for your car, then he makes more money.

2. Buying today means you won't buy elsewhere. The salesman is convinced that if you don't buy from him today, he'll never see you again—that you'll buy from another sales man who is more aggressive or more clever than he.

The salesman is not terribly concerned about building and maintaining a long-term business relationship with you, despite what he may say to the contrary. He only wants to sell you a car today, regardless of what it takes.

He achieves this goal by following a specific proven strategy: a game plan. He learns the plan in seminars and classes. He practices the plan in role-playing workshops. He follows the plan because it works.

Copyright ) 1996 by Michael Royce

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