I recently wrote a post on control and how the party that has the most information has the upper hand in a negotiation. I wanted to take a second and clarify.
Information is indeed power. However, I don’t want to imply that you should withhold information from a salesperson trying to help you find a vehicle that fits your needs. Without sharing information on what you’re looking for in a vehicle you are wasting not only the salesperson’s time but your own. Your time is valuable.
To me its a matter of trust. I know trust needs to be earned, but there are certain indicators that will arise to let you know if the salesperson you are talking to is worth the time necessary to earn trust. One is reciprocation. As you share information with this salesperson does he or she share information with you? Will they tell you a price? Can you truly trust someone who is being evasive and not answering your questions?
The bottom line is this: Sharing the wants and needs you desire in your new vehicle is a must. Just make sure the salesperson returns the favor. If not, walk away. Its not worth your time.
[...] to Negotiate a Car Deal Lets talk about how to negotiate a car deal. I mentioned before that it is okay to give the salesperson enough information to help you in your search for a [...]