When a salesman says, “Let’s take a
look at your car.” let him go alone. Go over and look at his
car again or wander around the lot. If he calls you over to ask you a
question, answer the question and wander away again while he continues his
visual inspection of your car. If he insists that you stand
by while he inspects, tell him you must make a telephone call, or tell him
you want to inspect his merchandise, and that there is no real reason that
you can see for you to stand around while he looks at a car that you see
every day. This ruins his little game and will leave you
free to ask for top dollar when you sit down to negotiate the
deal. The inspection is an area in which you can gain a
definite advantage over the salesman. He must stand by as you inspect his
merchandise, but you need not stand by while he inspects yours. You can do
it to him, but he cannot do it to you if you walk away.
Another common ploy to diminish your trade value is to talk your trade
down. Since it might offend you to talk about your particular car, most
salesmen will third-party your trade by talking about other cars just like
yours: how bad they are; what bad luck they have had selling them; how low
the value is; and the fact that there is an overabundance of that
particular model on all used-car lots just now. Sometimes
this is true. Even so, no matter what the story, no matter what the offer
to you, you always have the right to negotiate, to make a counteroffer,
and to leave and shop elsewhere.

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