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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