Car Dealer Negotiation Tactics: The Guilt Factor
It's amazing how you can walk onto a lot to simply find a car and walk away with the weight of the world on your shoulders. Don't let a salesperson guilt you into making him/her money!
You've only been at the dealership for half an hour and already you've learned that your salesperson is a single parent with kids to feed. Maybe he/she was discrete about it, but let the information fall into the conversation somehow. An hour later you're at the negotiation table trying to escape with the skin on your back, when you're made to feel like you're holding your new best friend over the barrel. 'I just have to make my quota!' or 'I could lose my job if we don't work this out!' are rare, but not unheard of attempts to earn your sympathy. Don't get suckered in, chances are he/she is sitting pretty in the sales room.
Edmunds, www.edmunds.com, rightly insists that it isn't your job to keep a salesperson employed, or even happy. You are a consumer and salespeople are paid to help you, not guilt you into ensuring their next paychecks.
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