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New London, Wisconsin | I would guess that with all the trucks, cars, and equipment we all own we have a lot more negotiating ability than the average guy off the street.
I have been on both sides of the table. 6 total years in equipment sales, most before buying my farm. I have one suggestion. Always treat people with respect. Some sales people get dumped on and brow beaten over stupid stuff that isn't even close to reality.
When I shop, I look for information. I don't fall in love with paint or electronic features. I am sort of buying a job done. The salesperson who is best at providing that information, such as current rebates, or other discounts in a factual manor is who I want to deal with. I also never go in without doing my own homework about what I want, when I want it, and what they are selling for both new and used. I have developed a list of reliable sales people for different brands. I also have a list of places I never like to go.
Sales people in the car world often go through a training program that is close to brain washing. It's about steering a conversation, or redirecting a statement toward where they want you to be thinking. Also the poor sales person usually has very little authority to deal on price. With the notable exception Boone pointed out and some I have experienced, the sales manager is really in charge of the price. It's a rare case where they are not making the decision. To be honest, if you have to deal with them, I usual walk. The best folks are like Boones sales person. They are rare, but they are out there.
This spring I bought my retirement dream car, a C8. One dealer offered a great price over the phone, but I wanted it in writing as he was two states away. It was about $7500 under list price, and I said I would take it for that. He countered with needing his sales managers approval. I told him in my experience that was the kiss of death to a deal. He didn't have a choice, he was new. The sales manager calls me promptly and explains the mistake in the quote, needing an extra $7000. I laughed and said nope. We will lose money he said, we added a security package, a vinyl wrap, and aero kit. I don't want those things on my car I said. He lost the deal in three minutes. So HIS boss called two hours later. What can I do to sell you this car? Nothing, I already bought one for $10500 under list. True story. The second sales person taught me about an addition discount program that saved $3000 by its self.
Jim
Edited by 150pilot 12/13/2025 10:39
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Buying a used vehicle
