The moment the buyer steps out of their vehicle at the dealership the negotiating process has begun. This is true whether the buyer has been in contact with the dealership by phone, Internet or are coming in contact with the dealership for the first time.
The sales person will try and determine the buyers level of interest. Remember everyone is “Just looking”, “This is our first stop”, “This is our first time out looking”, “We saw your dealership and decided to stop in”
The sales person will also try to quickly determine what the buyer is interested in buying e.g. new or used, type of vehicle, make and model of vehicle, and basic option package(s). This is where it is important for the buyer to have researched and determined what vehicle(s) they are interested in prior to arriving at the dealership. The better the buyer can advise the sales person what they are interested in the faster the sales person can direct the buyer to the proper vehicle(s).
The buyer should also be upfront with the salesperson regarding the characteristics and attributes they want in their next vehicle. Don’t hesitate to refer to the Vehicle Attributes and Characteristics Checklist.
Buyer Tip: Never let the sales person talk you into a vehicle you don’t want … just because the dealership has it available. You are making a major investment which you will have to live with for several years.
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