When we bought our car, I told Sean to let me handle it. I walked in and said "We have X for a down payment and cannot pay more than Y in monthly payments." My Y number had some leeway, but I didn't mention that.
First thing the sales guy did after I laid down the rules was turn to Sean and go, "What's your number?" And Sean said. "Oh, no, you negotiate with Gayle."
So, strike one for the sales guy. Could not divide and conquer us by implying THE MAN would not surprised at what I laid down.
Sales guy then had to confer with his manager and left us at his desk for several minutes. I have a vague recollection (this was 16 years ago) of Sean and I amusing ourselves doing bits about the other people there to look at cars. I am sure we did not give off the stressed or nervous energy they were hoping for.
Guy comes back. His first offer is fifty dollars a month more than I told him we could pay. I looked at him and said "I gave you our upper limit."
"Well, but what's another 50 bucks a month?"
"Something I can't afford."
He didn't know what to do with my open and unashamed admittal that I had a budget because my money was finite.
He went back to talk to the manager again.
It took two more rounds of "I told you what I can afford" before he finally came back 20 bucks under what I'd stated as my max.
The trick to resisting high-stress sales tactics is doing the math at home, knowing exactly what you can afford, and then walking into the room and stating that number minus 15%. Then refusing to budge from that number. Never, ever, meet then where they want. Always meet them where you want. Because at the end of the day, you can walk away and go somewhere else and say "I told the people at Z what my terms were, and they refused to work with me. Here are my terms. Meet them, and you make a sale today."
