Free preview · from the dealership side of the desk
A dealership visit is a process the store has run thousands of times, and you are about to run it once. Knowing the steps in advance is most of the advantage. Here is the visit from the dealership’s side of the desk, in order, with what to say at each point.
Before you go: a pre-approval from a bank or credit union, an insurance quote on the kind of car you want, your out-the-door budget (see the budget guide), and two or three specific cars from the store’s website with the stock numbers written down. Decide now that you are not signing today. That one decision removes almost every pressure tactic before it starts.
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In the full guide
- Step 1 — The greeting (minute 0–5)
- Step 2 — The walkaround and test drive (minute 5–40)
- Step 3 — ‘Let’s go inside and see what we can do’ (minute 40–60)
- Step 4 — The negotiation
- Step 5 — The trade and the money
- Step 6 — The finance office
- Step 7 — Leaving
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