How to Handle the Business Manager at the Car Dealership

Buying a new car, as we all know, can be very stressful! Let's face it, most people would rather have their teeth pulled without painkillers than go to a car dealership.

The stress builds the moment you drive onto the lot. There's usually a gaggle of freshly pressed salespeople hanging in and around the front door ready to "Welcome you to Our Motors; how can I help you today?" "Oh, my name is Salesguy and you are?" "And, how can I help you today?"

Well, it should be pretty obvious after this load of verbiage that you are not arriving to buy a new boat or fish, you're there to buy a new (or preowned) car, but you still have to have those guys pounce on you (wouldn't it be lovely just to drive in and look around, as you might do in a store and when you find what you are looking for, then ask for help, but in the car business - unless the economy has really rocked it in the last six months - the answer is still nooooo, you have to hear the patter).

That usually sets the tone for the whole encounter, but, if you have a real pro, then it can actually become an enjoyable experience. These guys are usually older and have been in the business for a long time. They value you as not only today's deal, but as one that may be back in four or five or fewer years, if you are leasing, so they will treat you right. A good piece of advice is to try to find this type of salesperson, they do exist and they are usually the busy ones.

Okay, let's say you've worked all the numbers, gotten the vehicle you want and the options you want at the price you want and you've shaken hands on the deal and done the purchase and sales with the small deposit. Your next move will be into the finance and insurance office or business office.

You'll be greeted, after you probably wait a good half-hour or more, by a person who thinks he's your long lost son-brother-father-uncle. There will be a big smile and a hello and the handshake.

Then you'll sit down and the next sales pitch starts. It will likely go something like: "You do realize that for just a few dollars more we can give you the extra protection of an extended warranty and you might want to think of protection for those chrome wheels you are buying."

The pitch might continue: "I'm not trying to pressure you into doing anything you don't want to do, but you will increase the resale value of the car because it has an extended warranty (only one automaker actually honors this, by the way, BMW), when it comes time to turn it in!" If you hear that, please stifle the giggles, it might hurt the finance guy's feelings. He's just trying to sell you stuff you really don't need. (About the only thing you do need is gap insurance - the type that pays when you are sick or out of work).

You can disarm this whole situation after the handshake and hello by just simply saying: "I have a deal with your sales manager and a signed purchase and sales. I'm just interested in gap - unless there's a loss-of-job pay incentive program going on as Ford has run recently. Let's just wrap this up. You see what rate you can get from your bank and I'll sit here and wait. I know you're in a tough position, and I'll thank you in advance for any advice you might want to give me, but I have the car and deal I want so let's just keep this short and sweet! I hope you won't mind!!"

This will disarm the business manager who will still try to end-run you but being forewarned you are forearmed and you can simply say: "If we can't get this done quickly, then I'll take my check back now and I'll be on my way. Thanks for all your help!"

If it gets to this point, make sure you start to move toward the door and you'll see how quickly things will come together.

It is true the business manager does make much of his living by selling insurance, warranties and add-ins, but if you have the deal you want and the warranty is anything like those being offered by the manufacturer, then, you're all set from the start.

So, you stay in charge and you'll feel a lot less stress. Actually, we're talking mega-destress here.

Note: Forrest Stone has been an auto writer for newspapers and magazines for many years. His how-to pieces have appeared in many newspapers and on some websites and he has written for both new and antique auto publications. He is also the author of 11 auto and technical books.