We've discussed the buying experience of the New car and the Used car and touched on the pay plans of those involved in those processes so you can understand why they do or say something. The purpose of these threads is to allow you to see the other side so you can figure out what is really happening so you can take away their (important) element of controlling the deal. It is said that he (or she) who controls the deal will come out on top. This applies to most things in life. Also, as has been mentioned every time, you have to be prepared when you walk into that dealer to buy a car or truck. You have to do your homework up front. You have to know what finance rates are available to you from your bank or credit union. If you are not prepared ahead of time, you will not get control of the deal because all the cards are controlled by the salesman. You also have to know what you are looking for and do the homework on that model. If you walk into a dealer and announce that you are looking for a nice, used car for around $10,000 and you want to see what he has, you will surely pay a lot more than you should because you didn't know exactly what you wanted. How can you research the prices of any car if you don't know what that car is? So, be prepared. Spend an hour or two (or even more) researching the prices of a specific vehicle (or vehicles if you are looking at 2 different models). Know what you want. Know the going rates for interest. Have it written down or on a memo on your phone. If you do this before you walk in, you will have alot less surprises and more control of the deal and process. Walk in confidently because you will know what to expect. The salesman can sense your confidence and will change his mindset. You've already started the process. This thread will discuss the Business Office that is in almost every car dealer. The exception is the smaller guys who deal right at their desk. The desk closes are more informal and friendly with a lot less pressure. Pressure is a word that is very real in the box (inside term used to describe the business office. They used to be small square offices, much like a cube, where the paperwork was processed). It is still called the box (to this day) because it looks like a box, by it's design).