To most people, purchasing cars isn't the happy and exciting experience they would rather it was. It's usually anxiety-provoking. That is because they know that they have to deal with car salesmen any time they walk into a dealership to test drive a car. People hate the pressure that purchasing new cars lands them in. The salesman is always completely tuned into one channel - trying to get you to commit right now. You are on a totally different channel - you want to just collect information and try to decide at your own pace. The trouble is, that you are in their turf at the dealership. You aren't the one who's trying to dream up new ways to trap them into doing anything. They are the ones who are going to trap you.

No matter what you say, salesmen just keep coming back trying to discuss prices with you, or to sell you on used cars. Some people don't realize that dealerships make as much on used cars as they do on brand new cars, many times they even make more profit on used cars than new.

Any time they do that, all you need to do is to decently and firmly say to them that you don't wish to waste their time, that you are thinking about other cars as well, and that you will not look at any numbers or discuss prices. You simply want a test drive, and buying new cars isn't on your menu this day. The fact that you are not willing to waste their time will certainly gain you a little grudging respect from them. At the end of the test drive, they're going to make you think that you owe them the courtesy of sitting down to discuss the prices. But you know what to say to them.

Be sure that you never call up ahead to book a test run. That's a move that's too much like wanting to be their friend. They aren't your friend just because they smile at you and shake your hand, are they? During the test drive, it is the role of the salesman to really pump you up. They'll turn the stereo up and try to show you how cool everything is. In short, they're trying to get you feel celebratory. You're here for a test drive though, and are aiming to size everything up. You're in the middle of a serious job and the salesman is trying to distract you. Ask specific and deep questions about how to work everything, turn down the music and try to listen for any strange noises. Whatever you see that really excites you, don't show any excitement. Pose like you are quite unimpressed with what you are seeing.

You get the image, don't you? You're not to budge no matter how much they try their mind games on you. At the end of the test drive, say to them you understand that having customers buying new cars is what they're interested in, but you have to take your time to make the right decision. Take their business card and leave with dignity. You'll really feel better about yourself for having done this.

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