March 09, 1999
Confessions of a Car Salesman
You can win. The dealer will never admit it, but it's true.
Car salesmen are people with pressures just like you and me. They need to eat, and they have families to provide for and bills to pay. A majority of them work 100% on commission. Sometimes when things are slow and credit card bills are due, a dollar bill looks as big as a blanket.
Most car salesman are inexperienced. The turnover at most dealerships is high, with the average salesman lasting only three or four months. In many cases, they are as afraid of you as you are of them.
Know this, believe it, and you are on your way to turning the tables. They are accustomed to manipulating your emotions. By knowing their pressures and their fears (not receiving a check), you can make them want the sale more than you do.
This is the way to win. You can turn the car salesman from being the pawn of the dealer/sales manager into being your pawn. This is a powerful concept. Turn him to your service, and you'll buy your next car for a bargain price.
-- Mike Cavendish
Tip # 2 -- How to Beat the Sales Manager