Remember the famous scene from the original Star Wars? Obi Wan and Luke run into an Imperial checkpoint heading into Mos Eisely spaceport. Using his Jedi powers of suggestion, Obi Wan whispers to the imperial stormtrooper, “You don’t need to see his identification… These aren’t the droids you’re looking for… he can go about his business.”
No fuss, no muss.
Buying a new car at a fair price is not unlike dealing with an Imperial checkpoint. Here are some Jedi mind tricks that will help you pass through the gantlet unscathed:
* Never shop when you’re desperate for wheels –
Going car shopping when you really need a car – ASAP – is a great way to leave the dealership with the wrong car that you paid way too much for.
A typical scenario goes like this: The transmission in your 12-year-old car (that’s worth maybe $4,500) fails and you’re looking at a $3,000 repair bill for a new transmission. You don’t want to put the money in the old car – but you’ve gotta have a car.
Often, you’re already at the dealership – with your old car. And the new car salesman is right there, ready to help.
Your mindset is all about getting back on the road, so you don’t have to walk or bum a ride or keep on paying for an expensive rental car you can’t afford. You’re also sick of your old car and just want it to go away. The salesman is eager to help.
Before you know it, you’ve bought a new car that’s maybe not exactly what you wanted – and probably paid more for it than you should have.
How to avoid? Stay calm. Do not even consider shopping for a new car until you’ve dealt with your current car (broken down or not), decided exactly which new car you want, which options you want – and whether you can afford it.
Anticipate the need to replace your current car. Ideally, sell or trade it in beforesomething expensive breaks. Once it does break, you’re stuck. If you don’t fix it – if it’s something like a dead transmission – the car is basically worthless. But if you do fix it, it’s probably not going to be worth more than what it was worth before the transmission failed.
* Act nonchalant (and noncommittal) –
You’re just browsing. That car’s ok. Meh. No big deal. What else have you got? Pretend you are Mr. Spock. Show no emotion. Pretend you are shopping for a toaster (which in a way, you are; cars are just expensive appliances). The point – the mission – is to never convey to the salesman (or seller, if it’s a private sale) that you really like the thing. This shifts the strategic advantage to the seller. He will know that you are probably not thinking clearly and are likely willing to overlook a lot of things – including very possibly the price – in order to make that car yours.
The smart policy is to feign indifference. The car’s ok. But you’re not all that attached to it – and don’t mind buying a different car on another day, if it means getting a better deal. Maybe from someone else.
If your will is weak – or you need moral support – bring a trusted friend to help keep you in line.
