Car Salesman Confidential: Bad Negotiating Strategies
In my last two articles, which you can find here and here, I talked about some good negotiating strategies. But what are some to avoid? Here are three not-so-clever negotiating styles that won’t save...
View ArticleCar Salesman Confidential: The Bump
Have you ever gone to buy a car and told yourself and your spouse you’re not going to pay a penny more than $400 a month? And then, four hours later, you’re driving home in your brand new Zorch...
View ArticleCar Salesman Confidential: The Sales Meeting
It’s 8:23 on a Saturday morning. You got here just in time because at 8:30 they lock the doors. Anyone who gets here at 8:31 has to wait outside. They’re not going to open the doors and let you in, no...
View ArticleCar Salesman Confidential: How to Keep Your Car From Burying You
A couple of years ago I saw a story about a man who died and was buried in his automobile. I forget what kind of car it was. I think it was a 1958 Pontiac, and the man bought it new and drove it his...
View ArticleCar Salesman Confidential: Lies and the People Who Tell Them
Tell me lies Tell me sweet little lies (Tell me lies, tell me, tell me lies) –Fleetwood Mac, “Little Lies” No car deal ever goes down without a few little lies being told. And it’s not the car...
View ArticleCar Salesman Confidential: The Three Best Ways to Buy a Car
A few weeks ago, I wrote about the dangers of negative equity—or owing more for your car than it’s worth—and how most people end up being “buried” in their automobile because they put very little or no...
View ArticleCar Salesman Confidential: Now, the Lies Customers Tell
A few weeks ago, I wrote an article about some of the lies you might encounter while shopping for a new car. I knew it would be controversial because, after all, controversy is part of what I do. But I...
View ArticleCar Salesman Confidential: Leveraging the Power of the Online Review
Like the crack of the whip, I Snap attack Front to back, in this thing called rap I’ve got the power I’ve got the power — “The Power” by Snap!, 1990 You’ve got the power. You just don’t realize it. One...
View ArticleCar Salesman Confidential: Working the Desk in Pursuit of Deals
For whatever reason, the salesperson occupies a strange position. He or she is essentially a middleman, a “go between” for the customer and those unseen people who sit behind “The Desk” and provide...
View ArticleCar Salesman Confidential: The Two-Hour Delivery
Back in the day, when you finished buying a new car, all the salespeople had to do was congratulate you and “toss you the keys” (back when keys were simple pieces of metal without computer chips,...
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