| There is an old expression in the car business, "the feel | | | | state of mind long enough for you to sign your name |
| of the wheel makes the deal." Translated, it means to | | | | on the contract, they will earn a fat commission and |
| get the customer behind the steering wheel on a test | | | | you will not have a chance to come out of the clouds. |
| drive and you will have a better chance of closing the | | | | So, as a new car buying tip, it is important that you |
| customer. The reason for such great success on | | | | keep your emotions in check. It is also important that |
| closing a customer after test driving a new car is due | | | | you take some time to bring yourself out of that |
| to the enhanced mental state that the customer is in. | | | | enhanced state of emotion prior to negotiating a deal. |
| When you take a test drive in a new car, all of your | | | | As a new car buying tip, I would suggest that you |
| senses and emotions kick in. You smell that new car | | | | excuse yourself from the presence of a salesperson |
| smell. You feel the new leather on your body. You see | | | | after a test drive to get a soda or some food. This will |
| the new dashboard and unfamiliar look. Your heart | | | | allow you the opportunity to "bring yourself back to |
| races as the excitement from pressing the throttle of | | | | reality." |
| a new car exhilarates you. All of these things but you | | | | What you do not want to do is to impulsively buy a |
| in a state where your positive feelings are shown all | | | | car. New cars are one of the only products that you |
| over your face. | | | | cannot return because you "don't like it." When you are |
| Salesmen are trained to notice these changes in | | | | in an excited state, it is easy to miss some things you |
| behavior. They know that when you are most excited | | | | don't like when you are being sold on the things you do |
| and in the best positive frame of mind, you are more | | | | like. Take the time and you will spend less money and |
| willing to agree with whatever deal they negotiate. | | | | make sure you get the car that you want. |
| They know that if they can keep you in that positive | | | | |