Car Buying Tips - Part 5

Car Buying Tips
Part 5 - Do your homework and save

Scenario: You’ve done your homework. You’ve researched cars online. You’ve phoned the dealership, made an appointment to take a demonstration ride in a vehicle. You’ve sort of decided on a price that you can afford and they’ve sort of indicated that your payment will be within the range you need. But you’re still wavering. You tell the salesman that you’d like to “think about it” and that you’ll come back tomorrow. The salesman doesn’t panic. He says, “I’ve got an idea. Let me talk it over with my boss. I’ll be right back.”

He quickly returns and suggests that you take the new car home overnight so that “you can get comfortable with your new car without a salesman bothering you. All we have to do is make a copy of your insurance card and driver’s license and you’re good to go.”

It’s known in the trade as getting the buyer to “take emotional ownership.” It’s a natural extension of the demonstration ride that you took earlier.

Naturally, you leave your old clunker at the dealership as you drive off in the new, fully loaded SUV with that new car smell, the heated or cooled seats and the DVD for your kids. The next day when you return it, they’re counting on you not wanting to get back into your older clunker with its scratches, dents, bald tires and the smell of your bird dog. When a client takes a new car home overnight, statistically 19 of 20 clients will buy that new car. Part six follows.