In Used Car Sales The Cars Should Be The Stars
For the sake of this discussion, assume that you plan to buy a used car from a dealer
. Buying a used car from a private party does not differ substantially from working with a dealer, but the trust-building and negotiation strategies develop differently. In used car sales, the dealer focuses on sales; you focus on the car. The burden for keeping the negotiations focused on the car rests with you, because the sales person typically feels far more interested in selling you financing than he or she feels motivated to sell you a fine motor vehicle. You want the well-maintained late model used car that will run for a million miles as long as you change the oil every 3000 miles and replace the tires as needed.
Based on her extensive experience with "lemon law" litigation, Piper Scott, product liability specialist, suggests four ways to stay focused on the quality and reliability of the car, avoiding the landmines and man-traps that riddle used car sales :
Do your homework
As soon as you realize you want or need a "new" car-meaning one that has already travelled a few miles but is "new" to you-let the shopping centre parking lot and the highways serve as your showrooms. Study the makes, models, designs and features you like, paying special attention to older vehicles on the road. Older vehicles provide a good index of a manufacturer's emphasis on durability. Read-up on popular makes and models, studying websites devoted to cars-Edmunds.com, Caranddriver.com, and jdpower.com are most reputable and popular. Once you have found a favourite, study the Kelley Blue Book, learning about wholesale and retail prices for the car you want.
The fundamental rule always applies
Like most automotive industry experts, Piper Scott insists on the first fundamental rule of used car sales discussions: No car anywhere on earth is so wonderful that you cannot walk away from it, and no deal from any nice-guy salesperson is ever so wonderful that you cannot say no. "Honestly," Scott cautions, "the more the used car sales representative talks about the car, the less you should trust him or her. The car ought to sell itself."
Insist on seeing some kind of vehicle history
"Certified" is a plus but not a guarantee. Factory inspections do not always reveal frame damage or flaws in a car's torsional rigidity-especially in ragtops. Certification does not always disclose recall service. Insist on seeing some kind of reliable car history. Sometimes, the owner's own maintenance records give the best indication of how well the previous owner has maintained the vehicle. If, for example, you see the maintenance record remains as blank as the day the car rolled-off the assembly line, you should feel more than a little sceptical. Press the salesperson to explain from whom the dealer purchased the car. If it came from a wholesaler or an impound yard, press even harder for reliable documentation of the car's history. You especially need to know whether or not a previous owner has rebuilt or replaced the engine, been involved in a serious traffic accident, or performed after-market modifications that might alter the car's performance and structural integrity.
Challenge the salesperson to show the car
As a test of the used car sales associate's credibility, make him or her show you every feature of the car from the front bumper guards to the chrome tips on the exhaust pipes. Make the sales person open the hood and demonstrate how many service functions you can do on your own; then, make the associate run-down the trouble-shooting priorities...in order of importance and urgency, then in order of ease and cost.
Piper Scott insists, "If the used car sales representative does not win your trust and demonstrate total knowledge of the cars he or she sells, you should thank the person and politely take your leave. I think the cars should sell themselves, but I also wholeheartedly believe that sales people should highlight each car's distinct advantages. In these discussions and negotiations, product knowledge must take precedence over everything else."
by: Roger Thurston
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