HOW TO DEAL WITH A SALES PERSON

It’s been a long time since we could talk to a sales person face to face, so your encounter might feel a little awkward. Don’t let it. You’ll never be more valuable to a dealer than you are now, and doubly so if you have a decent part-exchange. Here’s how to get a great deal: Consider what you need. We’re driving less, so do you need to splash out large on something that will just sit on the drive and depreciate? On the other hand, why not buy something powerful and juicy, just for fun? Do your homework. Research models, prices, specs and options. Knowledge will win the sales person’s respect and give you more control. New or used? You’ll get more sales and ownership support buying new, albeit at a price. Make time. You’re about to make a big decision so block out your diary to buy properly. Be confident and friendly. Sales people are humans, too, and will respond more positively if you are warm and respectful to them. Remember your part-ex. In the thrill of buying a new car, don’t forget your old swapper also has value. Know what it is and stick by it. Don’t lose sight of the cost to change from old to new. Keep an eye on those interest rates. Know what that loan is costing you in cash terms. Can you get it cheaper elsewhere? Negotiate. Push hard for low-rate finance, subsidised servicing, a bigger deposit contribution or higher trade-in offer… You only get one chance.