Car Shopping
Friday, June 25th, 2004Bleah. Second day of car shopping. Salesmen all treat you like you’re either an idiot and don’t realize they are charging more than $3000 over sticker/blue book value, or they act all offended and indignant that you did your research. When I pointed out the other day that their price was waaaay over invoice price, the salesman said “yeah, you can get all sorts of bad information on the internet”. He quickly changed the subject when I told him my information source was the online NADA bluebook and edmunds.com. Hey, it’s called the internet, y’know? Ever heard of it? It gives customers a bargaining tool.
Met the prototypical salesman today; smarmy, loud and obnoxious. They kind of guy who kept using our names in every other sentence [why do they think that's okay?] All he was missing was the gold tie and the tendency to point at you when he talked about this “cream puff” of a car.

Ick. We kind of had fun with it, though: we knew that, no matter how hard the salesman worked or how much he tried to talk us into his office, we weren’t buying today.
This book details how to be a smart car buyer. Rule #1 is do your homework. Car salesmen absolutely hate to see someone come into their dealership with a binder full of notes. We’ve stuffed ours full of contact info, notes, prices, other dealers, etc. Lots of hilighted text in case the salesman slips a look at it. We can quickly look up the actual price of a car, street price, retail vs. private seller, and invoice price. Need to add current rebates and current dealer holdbacks. I occasionally pulled the notebook out and pointed to something in it today when the salesmen started to get especially pushy. Erin would just look at whatever I was pointing at and nod silently. Heh, psychological warfare- I thought the salesman’s head would burst! Rule #2 is control the situation: No matter what a salesman says or does, DON’T go into his office (the lion’s den). I found it quite funny to watch the salesman get 20 steps away and turn around only to see us wandering around looking at other cars. I could tell he was frustrated that we couldn’t be talked into “deal mode” within our first five minutes. The tendency when someone says “follow me” is to follow, and suddenly you find yourself being handled. I hate being handled. As a car buyer, you need to make it clear that you are in charge, it’s your checkbook, and you won’t be going anywhere until you’re good and ready thankyouverymuch. I think I’ll just wander around out here on the lot a few steps from my car ready to leave at a moment’s notice.
It was amazing the attitude change that took place after a few attempts to get us into the den. The salesman got a little pushier and tried to convince me that my information about the competition was wrong- even to the point of telling me that the competition lies outright. He even interrupted me several times when I asked for clarification on Toyota’s 10 year powertrain warranty. Then he brought his very meek and polite counterpart salesman over to work us (see “good cop-bad cop“). It would have been quite funny to witness if it hadn’t been such a sad illustration of just why people hate the car buying process and don’t trust salesmen.
We’re treating these first few visits as a desensitization period. We’re getting a feel for which dealerships sticker more, who has the pushiest sales reps, and who tries to pull fast ones. Even met a man and his college grad daughter out to buy a similar car to ours. We traded business cards and will keep up with each other via emails on good deals. Talked a bit about getting a “package” discount if we buy 2 cars at the same time. Hey, it’s worth looking into.
But for now we’ll just get used to the whole salesman vibe by visiting a bunch of dealerships within about 50 miles and getting used to being polite to the smarmy salespeople.
In the meantime, go here for a fantastic look at car salesmen from the inside. Why- seriously, why- would any normal person want to do this for a living?






