THE SHOWROOM
THE SHOWROOM
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GOING FOR A TEST DRIVE
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Q:
A:
I can’t afford anything more than £300 a month.
Top whack is £18,000.
Here are some great deals for the car I’m looking for. If you can match it we’re in business.
A pal will help you keep things in check and prove a useful sounding board.
Negotiations go smoother with humour and a light touch. But don’t be afraid to haggle - if you don’t ask, you won’t get!
Q:
A:
Let’s focus on the car - I’ll buy if the deal is right.
I might want to trade my car in - but let’s leave that ‘til later.
Absolutely. And please tell me about any exciting extras you’ve got.
Use open questions - ‘What’s the best deal you can do?’, ‘ What’s the best price you can do?’. Let the salesperson do the talking.
Q:
A:
That’s fine - how do I pay?
I’ll just need to see a full breakdown of costs before I pay.
Could you detail the extras for me?
Q:
A:
Actually I’d like some time to think about it.
Sure - I can pay right now.
That sounds good but can you just explain how the finance part of the deal works again?
Sales tactics can include: ‘I have other buyers for the car’, ‘This deal is only for today.’
If the deal isn’t right, remember that there are other cars and deals out there.
Q:
A:
Great - that’s fine.
Can you meet me at £9,000?
I’ll take my business elsewhere.
In negotiations salesmen will often leave you stewing while they ‘check with their manager.’ This usually involves them popping out for a cuppa, leaving you to worry for 10 minutes.
Offset this by insisting on speaking to the manager yourself.