Does going to an Automotive Dealership make your skin crawl? Do you hate car salesman tactics? Well, who doesn’t? The problem isn’t the price haggling; it’s knowing what to say and what not to say. Next time you are shopping for a vehicle, keep in mind these tips:

1. Never talk payments – if you say all I can afford is $500.00 per month, guess what your payment will be – $500.00 per month. I did this with the first new car I ever purchased. I told the Manager (big mistake) the most I could pay was $250.00 per month. My payment was $251.55 for 60 months at 21.2% interest. The prevailing interest rate at that time was 9.9%.
2. Cut the salesman some slack – he/she doesn’t mean to be bothersome but they do have a Sales Manager who has drilled into their head the sales procedures expected of them for every customer they approach. Go inside, get a brochure and a cup of coffee; it’s relatively painless and keeps the “man” off their back.
3. Never get attached to a vehicle – you have to be able to walk away. No matter how much you love it, there will be another you like just as much. Attachment means commitment and then the dealer has you. One time I wanted to purchase an Oldsmobile Achieva SCX and explained I wanted to purchase and would only pay “X”. I was trading in a 1990
   Toyota 4Runner as well. In the Finance Office, I was informed that to get the payment I wanted, it would have to be a lease. I reiterated I wanted to purchase but the payment they offered was $50.00 per month than I wanted to pay. I stood up, asked for my 4Runner keys, walked outside to my vehicle (which was being shown to a potential buyer), slammed shut my hood and drove off.
4. Remember, this is business, it’s not personal – you have to remain objective, have an open mind and some wiggle room. When the Sales Manager comes in to hammer you, stay loose and calm and stick to your prices. Make it very clear that you will purchase today if your offer is accepted. This tactic is your best leverage and sends a clear signal to the manager.

Certainly there are other tips to remember when buying a new/new to you vehicle but as long as you always utilize these four tactics, your next vehicle purchase should be much more pleasant, enjoyable and possibly even profitable.