HOW TO ACT - OR DON'T BE STEAMROLLED BY THE SALESMAN

Don't be emotional - be neutral. Don't gush over a car. If you do, you will pay more for it.

Don't be too negative either. This only makes the salesperson defensive. If you are constantly negative, the salesperson will assume that you not ready to buy yet. Being negative will not get you respect or a cheaper car. Nor will it make you look like a real buyer.

Be a little unpredictable and cool. If you feel you are being treated badly or not taken seriously, be firm and let them know about it.

Don't be afraid to speak up. You have to ask for a good to get one. Be ready to deal if the price and everything else is right.

Salespeople are trained to determine in the first few minutes what type of a customer you are. Once this is settled in their minds, they choose a game plan to follow in order to handle you to the best of their advantage.

It is definitely to your advantage to suddenly show them that their entire strategy isn't working. They have to rethink their strategy at the last minute, and it is always difficult to change pace and negate all the things they have said previously to make you buy a car.

Tell the salesperson only what he needs to know. He will probe you for information about your job, why you want to buy a car and your financial situation. He will also want to know if you want to buy a car or lease. Tell him only what you want him to know when you want him to know it.