Over the past three weeks, I have had the good fortuneof being in different car dealerships leasing new vehicles.
I dread going to dealerships. You haggle with a variety of people to acquire the car of my choice at the price of my choice with a reasonable payment.
There is a continuous test driving of vehicles, choosing colors, both external and internal, picking accessories and packages that are offered, selecting the service plans and lojacks and paint protection and tire warranties and so on.
I think the goal of a dealership is to keep you on their premises long enough to wear you down. Finally, you give in. You accept what they offer rather than what you really want.
In both of my leases, I was able to gain the vehicles with the options I wanted and the payment plan I wanted.
However, the total time at the dealerships was 14 hours. A long time for anyone.
Everything Seemed in Order
In both dealerships, all the sales people were well motivated, courteous, knowledgeable, actually willing to help. They were patient while my wife and I discussed the merits of the various deals. We made our decisions after discussing the pricing. We did not give in.
It led me to thinking about how I actually set about buying the cars.
The internet was an amazing tool. With a lot of research I compared the cars I was interested in, narrowing my choices to two.
I needed an idea about the tradein value on my current vehicles. Later, I obtained an appraisal from an independent dealer I was considering purchasing from. Again, the internet gave me a good idea as to what I might expect and the appraisal confirmed what I knew.
With this knowledge in hand, as well as the recommended retail prices as shown from my Internet research, a good idea of the interest rates and the cost of the loan for the car, I went to the dealerships mentioned above.
I Scaled the Mountain
The test drives were done, offers made and negotiated, and, I left the with what I wanted.
I was feeling good. Feeling good about the enjoyment of the new car, the new car smell, the new gadgets and that special feeling that comes with something new.
In spite of these feelings, I prepared myself to leave if I thought that I was not going to get what I wanted.
I consistently put aside my feelings. They were only feelings. If the pricing was not right and the dealership would not give me what I wanted, I would walk.
The pricing negotiations were tedious, covering the bulk of my time. Negotiations were friendly, but when the salesperson noticed a change in my tone and attitude, he realized I had had enough.
This is my offer, I said. Take it or leave it. If it is not exactly what I want and you can’t do it, tell me now and our negotiations are over.
After further discussions with the sales manager, the dealer acquiesced to my request.
The change in my tone reminded me what I learned during the 8½ years I spent in Al-Anon. They always say in those meetings that when dealing with the alcoholic in your life, you may say the same thing over and over and they will completely ignore what you said. But, at some point when you were sick and tired of being sick and tired, comes a tonal change in your speech and a shift in attitude.
That is when the alcoholic realizes this time the statement is different. That is generally when changes begin.
Buying a car is like any other purchase. Same thinking with all of them. Compare pricing, learn about the product, put aside your feelings and ask yourself if this is really what you want to do?
In the end it is research, not acting on a feeling impulse, thinking through your options, developing out-of-the- box thinking. Visualize what you want and how you can realistically get it.
How much easier would it be if you were negotiating with the same knowledge as the person you were talking to?
Further, knowledge in what you are doing significantly adds to your self-esteem and self-confidence. Others pick up on that.
A clinical hypnotherapist, handwriting analyst and expert master hypnotist, Nicholas Pollak may be contacted at nickpollak@hypnotherapy4you.net
