CONSUMERS CAN LOSE A LOT

THE AVERAGE used car buyer is
frequently uninformed and deceiv-
ed by used car dealers.

This is not to suggest that the
average used car salesman is a
trickster. On the contrary, most
are honest professionals who work
hard to earn their living.

But then again, some take more
liberties than others — and when
they do, misinformed buyers and
sellers stand to lose a lot.

Here are some sales techniques
commonly used by salesmen:

« Someone else wants the car --
The salesman may pressure you by
pitting you against an imaginary
buyer. (‘‘Somebody else wants this
car too, but they haven’t put a
down payment on it yet.’’)

He may even have another sales
man phone and pretend that he’s a
buyer who wants the car you're in-
terested in, (“‘Oh, hello, Mr. Ar-
nold ... yes, we still have it ...
Tomorrow morning? about
tenish ... okay. See you then.’’)

© Taking it to my sales manager
— Your first offer will undoubted-
ly be too Jow. In his attempt to get
as much money out of you as
possible, the salesman may shuffle
back and forth to his ‘‘sales man-
ager’’ with a series of offers and
counteroffers.

Sometimes there really is a sales
manager at the other end and
sometimes there isn’t a soul.

This tactic allows the salesman
to blame his ‘‘manager’’ for any
turn-downs. It makes you feel like
the salesman is on your side -— the
two of you are like a team and you
can confide in him.

This allows him to monitor your
response as he tries to work you up
in price.

The more eager you appear to
get the car, the more you will end
up paying.

© The Waiting Game — What’s

worse than waiting in a dentist's
chair? Waiting for a salesman to
get your offer ‘‘approved’’.

Whether he is talking to his boss
or just having a long smoke, the
wait not only makes you think the
salesman is doing his best for you,
but gets you ready for a turn-
down. (When things aren’t going
smoothly, they take longer).

This can mentally and physically
wear you down and take a lot of
the bargaining urge out of you so
you’re more willing to settle on
their terms.

Now that you're prepared for
some of the salesman’s games,
here are just a few simple strategies
for the buyer:

* Don't be overjoyed — When
returning from a road test or a
mechanic’s inspection, don't show
a happy face — that is. if you want
the car. Be very concerned about
at least one aspect of the car, and
keep the salesman guessing.

¢ Picture — Bring along some

PERFORMANCE ALL :

photos of other cars with
“BARGAIN!” and “CHECKED
OUT IN GREAT CONDITION”
scrawled in big red letters on the
back.

Make sure the salesman sees
them. The message: ‘Your com-
petition is alive and well — and
breathing heavily down your
neck.””

® Controlled silence — As the
salesman well knows, when you
are answeritig a question, you are
usually put on the defensive and he
is ir. control. But if you are silent
occasionally when he asks a ques-
tion, especially during negotia-
tions, you put him on the defen-
sive,

He wonders what you're think-
ing and becomes unsure of
himself. This will help keep him on
his best behavior.

® The Watch Flick — If you
want to speed things up as well as
increase your bargaining leverage,
glance at your watch a few times.

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27. Wednesday, August 20, 1986 - North Shore News

re of used car fr:

The message: ‘‘it's late. I have
other things on my mind. Let’s cut
the baloney.”’

«fll be back — if you're not
getting the type of deal you want
or you think there’s too much
playing around, cordially ask the
salesman if you should come back

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Lynn Valley

uds

tomorrow — or maybe next week,
These words will send chills down
the spine of any used car salesman.

He knows that unless he cuts the
games he may never see you again.
If the salesman has a deal for you,
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