Auto Buying Process

Kickin' Tires?--Part 2

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As discussed in our last column, strolling into a dealership with the intent to purchase or lease a new or used vehicle seems to be right up there with emergency visits to the dentist or insurance agent. Not most people's idea of fun, but this is a shame as getting a new set of wheels should be the highlight of your day. The best part for most people seems to be when they finally escape the salesperson's grasp--hopefully at the wheel of a vehicle they are proud to drive and own.

Research--There was once a time when most of the information regarding a certain vehicle came from the salesperson him or herself. (Scary thought, isn't it?) Maybe you also gleaned a little knowledge from the mechanic that lived down the street or from your friend at work who bought a similar vehicle last year. But today is much different. As you already know--by virtue of the fact that you are reading these words--there are many powerful websites like IntelliChoice, Kelley Blue Book and Motor Trend that make sure you are fully informed on the pros, cons, and general benefits of each and every vehicle on the market. Use them. Do not allow the salesperson to guide your vehicle knowledge. Try to learn as much as you can beforehand so you will be able to spot any "un-truths" early in the process, to help you ascertain the salesperson's reliability and ethics. Good things to know before you start negotiating a purchase that will probably take you five years to pay off, don't you think?

Confidence--Automotive sales personnel and dealers have earned their somewhat negative reputation and stereotype by abusing many unsuspecting customers. Just an ugly truth of the business over the last 50+ years. While this is in contrast to the service side of their business, which is often more "human" and accommodating, the sales process now requires a thick skin and lots of swagger--not just to get the best deal, but to survive.

The best advice I can give is to ALWAYS be aware of the fact that YOU are in charge of the process. If at any time you feel uncomfortable with your salesperson or with the purchase in general, LEAVE. Don't forget that unless you are looking to purchase a Maserati in Montana, there is a good chance that a vehicle very similar (if not identical) to the one you are looking to buy can be found at a dealership nearby--especially if you are shopping for a Chevy, Ford, Toyota, or Dodge, which have many thousands of dealerships in all corners of the country. And, if there is not another dealer close by, the internet can help you find the same vehicle from a dealer ready to help you close the gap. The point is that you are ready to sign a contract for the purchase or lease of a product that will absorb many thousands of dollars from your bank account, so make 100% sure you are always 100% positive during the process.

Stay tuned next week when I will take on best negotiation practices and the correct vehicle selection.

Posted on 2007-07-23 | Permalink | |

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