YOU'RE THE CUSTOMER - YOU'RE IN CHARGE

They have the car and they must sell it. You can always live without the car a little longer. Do not allow yourself to feel pressured. Remind yourself that the salesperson is the one who is desperate.

Let them see that you have changeable moods and cannot be trifled with. If this is not your basic nature, bring along someone who can act this way. Try acting this way for a short period of time yourself and see if you can pull it off. Here are some pointers:

• Clear your mind of all extraneous details. Don't go to buy a car with a head full of troubles. Once you enter the showroom, the car buy should be your first and only priority.

• Know that your financing homework is done and that for all intents and purposes, you have the cash in hand. This will give you confidence and will present you from being held up by later financing problems.

• Limit the negotiations to one car, two at the most. The salesperson will look at you as a browser if you negotiate in general rather than on one specific car.

• Know what your trade-in is worth, what you can get the new car for and what options you will want. Be prepared. You can wing it, of course, but it will cost you in your wallet.

• It's your money. You are the customer. If the dealer wants your money, let him work hard for it.

• Demand good treatment. A lack of warmth and some reserve will keep a distance between them and you, which is what you want. Most salespeople believe that if you like them, they will have more success making the sale. They will go out of their way to make you like them in order to facilitate closing a deal. Don't give them the edge. Keep them at enough of a distance so that friendship does not become a factor.