Congratulations. You've successfully negotiated the purchase price of your new or used car or truck. You've made a great deal. Next you're ushered into the dealership's "Business Office" - also known as the "F&I Office" for "Finance and Insurance". You're introduced to the Business Manager, a pleasant well-groomed woman (or man) who congratulates you on your purchase. She reassures you that yo
Read More From Michael Royce Car Shopping? Buy A Car Online? Avoid Negotiating Get The Best Financing 1. Greet the car salesman warmly.Smile and shake his hand. Be friendly. You want him to like you so that he'll work harder for you.2. Get his attention by telling him what he wants to hear.Tell him: "I'll be buying a car very soon." If after this introduction, you find the salesman rude or unwilli
I went to a dealership and found a new "demo" car for sale at a $4,000 discount. Is buying a demo car a good idea? Dealerships are always trying to unload "demonstrator" cars (or "demo cars") -- that were driven by the managers or salesmen but are still legally new. The car salesman may tell you that the demonstrator has been immaculately maintained since it was driven by an "executive." He may al
Have you ever wondered how a car salesperson's commission is structured? How are they getting paid and how much does that mean they earn? Knowing how much the car salesman is paid can help us understand the thinking behind their sales approach. This, in turn, can help you as you look to buy your car at the dealership (or over the phone or internet, if you choose those routes). How much does the av
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