Buying a car in Calgary: The Pace and Lead Game

By Joe-Willson on 2010-09-10 03:25:25

Buying a car in Calgary: the salesman pace-n-lead approach

While buying a car in Calgary can be quite a challenge, dealing with the salesman is gonna prove much tougher that you thought.

Just when you thought you could easily say no or stall them from making their offers straight on your face, better watch out and be more cautious. You see, carsalesmen were trained to use good tactics in order to get you to buy a car from them.

The usual approach for them is called the PACE and LEAD game. the PACE part is where the salesman appears to share the same view with you. You'll notice intantly that you and the other guy seems to have the same favorites, like, dislikes, etc. This helps a lot (for them) in building a rapport, and customers like us are normally more comfortable talking and negotiating with someone who avoid conflicts of interests.

The LEAD part is when in the course of your conversation, the salesman would ask questions that would lead you to give a definite answer. Questions like "Are you looking for a car or truck?", "new or old model?", "2 door or 4 door type?", are examples that you would watch out for.

The PACE and LEAD technique is intended to make the conversation more personalized, rather than a sale pitching type. You find it hard to shift the talk elsewhere or to put an end to it, and therefore should be avoided as much as possible.

You can get more expert tips here on how to avoid or counter such approaches when buying a car in Calgary.

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