To most people, purchasing cars isn't the cheerful and exciting experience they would rather it was. It's often 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 dislike the pressure that buying 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 different channel - you wish to just gather 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 tricks to trap them into doing anything. They are the ones who are trying 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. Many people don't understand that dealerships try to make as much on used cars as they do on brand new cars, often they even make more profit on used cars than new.

Any time they do that, all you want to do is to politely and firmly say to them that you don't wish to waste their time, that you are thinking about other cars also, and that you will not think of any numbers or discuss prices. You simply want a test drive, and buying new cars isn't on your menu at present. The fact that you are unwilling 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 negotiate the prices. But you know what to tell them.

Ensure that you never call up ahead to book a test run. That's a move that's much like trying 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 task of the salesman to seriously pump you up. They'll turn the stereo up and tend to show you how impressive everything is. In short, they're trying to get you feel celebratory. You're here for a test run though, and are trying 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 sound and try to listen for any peculiar noises. Whatever you see that really excites you, don't express any excitement. Pretend like you are quite unimpressed with what you are seeing.

You get the image, don't you? You're not to move no matter how much they try their emotional 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 choice. Take their business card and leave with dignity. You'll feel better about yourself for having done this.

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