When you arrive on the dealers lot remember salespersons are human too. Believe it when I say you are going to be put in one of two categories when you meet the salesperson for the first time on the lot. Good Guy, Bad Guy. Just like any other introduction when we first meet someone we naturally want to make a good first impression. Often times we as buyers are so prepared to do Hand to Hand Combat with the salesperson that we forget our manners and sometimes even appear rude to them. When we are seated at the table in a restaurant and our server arrives and says "Hi folks, I'm Shelly, How are you folks doing tonight?" Do we ignore Shelly's cheerful greeting as if she had not asked a question and reply, "We'll have the special?" More than likely not. Surprisingly, many car buyers set the tone for an adversarial sales experience themselves by profiling all sales persons as Bad Guys when in reality, most are just like you and me and would like the same degree of respect as we require to feel comfortable. Sales persons DO have the ability to make your experience on the lot a pleasant one. Building a relationship is a very important first step. Listed below are four more things we can do for ourselves to take control and keep it. 

2) Spend time online and research the year make and model of the vehicle(s) you have interest in. Research the different trim levels available and evaluate need vs. cost. 

3) When you have determined the amount you want to spend for a vehicle, add to that sales tax, title fee, documentation fee, plate transfer fee or new plate cost. You now have your total out of pocket cost. If you intend to finance all or a portion of that amount, subtract the amount of cash or trade equity from that total you intend to contribute to arrive at the "amount to finance". Google "payment calculator" and select one, enter amount to finance along with the rate and term you and the vehicle qualifies for and you will have a good ballpark understanding of what your monthly payment should be. 

4) Have a good understanding of the products that will be offered in addition to the vehicle. Some claim that anything purchased in addition to the vehicle is a waste of money. There actually are some very good products available and in many cases their costs can be negotiated too. Again, Google can help out here. Search " F&I products" (finance and insurance) 

5) Vehicle insurance can be a deal breaker for a lot of consumers. Add in the cost to maintain and fuel the vehicle and you may find out you are way over your budget. Call your insurance agent or company and ask them to quote your rate for a specific vehicle before you purchase. The more miles you drive per year, the more sensitive you need to be to fuel costs. Spend as much time online as needed to research and understand the maintenance and fuel costs to be expected for the vehicle you have interest in. 

Do your homework, be vigilant and above all, start things off on a pleasant note and you will get more of what you want out of the experience.