When it comes to car salesmanship, there are a few thing that you must remember....
Never judge 100% of the salesperson by the way they look.
They need to have product knowledge and be able to help you find the right car.
In most cases the more profit the salesperson can make on the sale of the car the more commission they get paid.. Real simple....
The sales person or the closer will do anything they can to get that profit as high as possible in any way they can.
After being in the auto sales industry for over 30 years, I can tell you that 90% of the customers do not have a chance when it come to buying a car at a car dealership.
You must understand that those sales people are trained to get as much of your money as possible with no limit.- Let me say that again - no limit....

I am one of the car sales trainers.
I have always wanted to train the customer how not to get ripped off when buying a car at a car dealership.
So I will take this opportunity to show you just a few of the most important things that you must do.
First thing is- never talk payments- until the very end of the deal
Next- go slow- do not hurry- always drive the vehicle you want real good.
There is no limit on a test drive.

Next- do your home work... with the internet now- you should know what a fair price is for the vehicle you want new or used...
You can just go to blue book and get all the information for free..
Next- shop around for your own low interest rate.
There are three profits centers when buying a car.
The front end - the profit from the cost of the car to the sale price of the car.
Next is the doc fee..just extra profit-it runs anywhere from $195.00 to as high as $395.00.
Then there is the back end- this is the Finance and Insurance Dept called the F&I Dept.
This is where you go in to sign the contract and the salesperson starts trying to sell you more warranty, insurance, alarms, rust proofing and on and on we go.

The average profit for the front ends is around $1800.00 per car
The average profit for the back end is around $1500.00 per car
Plus the doc fee- you can see the car dealership is making about $3495.00 per car.
You have your work cut out to get that money back into your pockets and out of theirs.
Please do not be the person that lets them make $6000 front end on you and $2500.00 back end on you You are just what they are waiting for
Good Luck and do your home work....

Learn more about this author, Steve Wolshin.
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