From the get go, and even throughout the entire conversation, let me stress the importance of one personality trait that will help you gain a better understanding of the situation. Furthermore, this personality trait will also help in making you hard to read, and it’s a great point to begin and use throughout the entire negotiation process. The personality trait I’m referring to is indifference. Too often people let it all out or they show the wrong kind of personality trait, that doesn’t help when negotiating with the dealer. The beauty of indifference is that it constantly keeps the dealer thinking and wondering, and the secret is to show little emotion and to remain as calm and collective as possible.

Still, let’s say that you can’t just be indifferent because that’s too much of a challenge, because you’re too excited. If this is the case, then remember that you need to be balanced with your enthusiasm. Now, this may be your first vehicle purchase, but that doesn’t mean you have to over the top, until you get a good deal, you should remain calm, but things like smiling, and nodding your head are okay, but never be afraid to bite your tongue every now and then. Saying too much can and usually does get you into trouble, and before you know it you may find yourself caught up in a not so great deal. The problem with being over the top with happiness and talking too much is it sends the message that you could be unintelligent and that you want to buy, buy, buy, no matter what the deal is. This can and usually does lead to trouble, and a not so great deal.

Thus, it’s important to remember that your personality does make a world of difference when talking to the dealer, and when you’re going to purchase your ride. Therefore take it slow, remain calm, and remember a little bit of indifference can go a long way towards a great purchase that will be a great deal.