![]() Seasoned auto sales representatives say that the trade-in trap can be avoided altogether by not talking "trade" until you are satisfied that you have the price you want - the total transaction price, including taxes and other charges - on the vehicle you want. ![]() While your old car is being "evaluated," you are being shown, perhaps via a brief "test drive," all of the wonderful qualities of a new car. The first rule of the system is to "unhorse" the customer from his or her old car by a "trade-in appraisal" or some similar evaluation. ![]() The best antidote to that sales practice is common sense, product intelligence and the fortitude to walk away from a "deal" whenever you feel that your dignity is being insulted. This is how you beat the system, which thrives on high-pressure salesmanship, consumer ignorance and maximizing profit margins on every vehicle sold. However, there are a number of others who frequently rely on "the system" to sell cars and trucks. Keep in mind that many dealers deal fairly. Most important: figure out your car budget, determine the kind of vehicle you want and secure financing before you leave the house. Here are some car-buying tips culled from many auto sales representatives themselves, and from many of you who have written and called The Washington Post to tell of your car-buying experiences. But there's a right way and a wrong way to go about it. Even when the economy is sour, sometimes you just have to buy a car. ![]()
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