Controlling the conversation
From the moment you step on the sales floor, you can feel that you're in a high-pressure situation and that you're not in control. One way the sales person accomplishes this is to control the tempo of the conversation. They try to get you to avoid asking the questions that really matter.
Take a "time-out" and step out of the dealership for fresh air and a walk. Or, come back the next day. The only deadline is the one you make. Be eager, but don't be impatient.
Wolf in sheep's clothing — "I'm a rookie"
Don’t fall for this one. Most “rookies” would not admit to it. They tell you that they finished training or are on a probation period. They are giving you a guilt trip or to make you feel like you are in control.
The last barrier
Often, a salesperson asks you a question to short-circuit the sales process, something like: "What do I have to do to get you into a car today?" Though it sounds flexible, the point of the question is to hustle you through the process once this one issue had been taken care of. Give them the short answer: When you're good and ready, which may be today, tomorrow, or next week.
Take it or leave it
The salesperson is trying to tell you that this is their best offer. If it’s not the best offer for you — leave the dealership. If it isn't their best offer, they'll stop you from leaving. If it is, the car will be there after you shop around more.
Written in stone
The only thing written in stone is the factory price.
Good Cop, Bad Cop
This is played in order to wear you down. Don't go for it. Of course, you could bring a "bad" friend to help you, but that would just be playing their game.
Deposit Check
This is a rare and obscure scam, but it’s always better to be safe than sorry. The dealer comes up with a believable reason to give him a "deposit check" -- maybe to show that you're "serious" about buying a car. DO NOT, under any circumstance, give a dealer your money or deposit check unless you've signed a contract and this is a payment.
Disappearing with your trade-in
How low can a salesperson go? Pretty low. When you go to the dealership, the salesperson asks to see your trade-in. You hand over the keys, expecting it back in a few minutes. After you look at cars with the salesperson, you're ready to go. But they can't find your trade-in. This, of course, gives them more time to give you the hard sell.
