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The  vehicle sales person will more than likely be the first contact you make.

Keep in mind automobile sales people know their business. They know the market. They know the product line, and all the options. And they are trained to sell.

They are in 'sales mode' everyday.

Selling vehicles is what they do for a living. They are trained to understand your needs. They are trained in getting reluctant car buyers to the sales office. They are experts in making transactions happen.

The sales people relatively speaking have little to lose in comparison to you the buyer who is contemplating a large ticket purchase.

Many of you, unfortunately are unprepared while the sales person is trained to handle and overcome any objections you may have in route to the sale.

Sales people are on their home turf.

This is a road game for the car buyer. The sales people are comfortable with their surroundings at the automobile dealership. While you probably won't be.

People on their own turf generally exhibit more confidence and act a bit more aggressively as such.

Sales people have other trained professionals to come off the bench and help them close the deal.

Yes, there are even other people at the car  dealership more than willing to take a crack at you. This is known as a 'T.O.' (turn-over). The sales persons turns the potential car buyer (you) over to generally a manager sort.

This generally happens when the sales person feels a new face or angle could help close the deal, or when you are about to walk. And you can bet that these people will not only be fresher, but even stronger with their techniques.

Managers generally want the opportunity to talk with you before you exit just to make sure there isn't an uncovered objection that you have that may have gone unaddressed. It's good sales practice.

The sales people can claim limited authority.

This is a standard tactic. The sales person is 'on your side' and when the questions from you get too tough nothing will get approved until a sales manager does so.

So, if you feel they are backpedaling from previous statements it may because the manager has vetoed their action.

The system has been set up and is tried and true to give the salesperson the best possible advantage in order to sell the car.

That's right the automobile industry has refined a system and approach through the years to work effectively when it comes to separating you from your money. A tried and true system indeed..... it has been used by dealerships for decades.

The dealer may have the exact car you are looking for, so you may be tempted to just jump right in.

Like many people you may have waited to trade the old car in until you just can't stand to ride in it anymore! This makes it difficult for you to walk away from the deal even when you know you should.

If this is the situation you have put yourself in, you for sure have weakened your resolve and bargaining power.