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Negotiating Your Lease
As I mentioned in the beginning, this book is a guide to help
you understand leasing sufficiently to enter into negotiations without
feeling like a lamb being lead to the slaughter.
This does not mean all lambs are slaughtered, or that the slaughtering
process is painful. About the worst thing you can do is enter a
car dealership with the feeling that everyone there is out to get
you. It is not true and you shouldn’t feel that way. You are about
to make second largest purchase of your life and create a relationship
with an organization whose very life depends on your patronage.
There is no reason to start with a bad attitude. If you arrive
at the car dealership and you don’t feel comfortable, then get out
of there. Go somewhere that feels good to you. Deal with someone
you like. Believe me, if the salesperson you end up with doesn’t
like you, neither of you will be happy with the process.
It is your responsibility to set the ground rules and timing of
the car shopping and buying process. Your goal and the goal of the
salesperson are exactly the same. You both want you to have a new
car. The path to that goal is where the difference comes in. Initially
you want information on the car itself, the dealership, and financing
options. (I’m speaking to the majority of the new car shoppers,
so if you have a wad of cash in your pocket and know everything
there is to know about the car, just pick from this section what
information you need.)
I suggest shopping by telephone as the first step. Contact the
dealer of the make of that interest you and give them a call. I
typically contact three dealers starting with the third, or the
one farther away. Ask the person answering the telephone if they
have a leasing department, and if not, ask to speak to a new car
sales person. Explain to the salesperson up front that you are interested
in the cars, and a particular model, they sell and would like to
discuss the car, the dealership, and know a little more about him,
or her, (the salesperson), before driving down. Explain that you
are interested in leasing and what your expectation is involving
calculating the lease yourself. Explain that you will only deal
with his dealership if they will give you all the figures on the
lease so that you may do the calculations yourself.
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