An engineer turned salesman meticulously analyzes every step of the car sales process.

"Inside the Mind of a Car Salesman" reveals not only your car salesman's habits, incentives, tactics, and insecurities, but also the thought process and motivation behind everything he tells you, line by line.

This book will teach you the correct way to buy a car, but more importantly it will lead you "Inside the Mind of a Car Salesman."

Click on the book for sample pages.

Enter your coupon code to receive a discount:


Note: The price of the book below will change if your coupon code is valid.

Buy the 90-page PDF handbook now for only $5 and get inside the mind of a car salesman!


Please allow your browser to return to this page to complete the process (may take 1-2 minutes). Upon successful completion, the PDF will be sent to the email address specified during the payment process.

Payment occurs through PayPal and while not always apparent, regular credit cards are accepted without the need to sign up for an account. Payments from North Carolina are subject to a 6.75% sales tax.

You'll Learn the 8 Step Car Sales Process and More

Habits, Goals, and Incentives of Car Salesmen
  • The 5 habits of successful car salesmen
  • The typical sales goals of car salesmen
  • The pecking order at most car dealerships
  • The incentives car salesmen are given to sell you specific cars
  • What's motivating your car salesman
Step 1: The Greeting
  • How the car salesman will overcome your first resistance
  • What the car salesman wants most from you
  • How the car salesman views you as a customer
  • How the salesman presents specials
  • The 3 questions salesman hate to hear on the lot
  • The 3 selling signals car salesmen look for
  • The different greeting methods of car salesmen
Step 2: It's All About You
  • The 3 reasons the salesman wants to get you inside the dealership
  • The information you'll be asked to give at the dealership and why
Step 3: Paperwork
  • The paperwork you should expect to encounter and why
  • How paperwork can be a strategic move on the salesman's part
Step 4: The Presentation
  • How the car salesman will present any car to you
  • How much your salesman actually knows about the car he's selling you
Step 5: The Test Drive
  • The 3 steps salesmen follow to overcome your resistance to a test drive
  • The best way to say "No!"
  • The two types of test drives
  • When and how the salesman will try to "close" you
  • The 4 types of buyers
  • How the salesman determines the type of buyer you are
  • How the salesman adjusts his "closing" approach based on your buyer type
  • The type of buyer you are
  • How the car salesman will appeal to your specific buyer type
Step 6: Negotiations
  • The dynamic between the car salesman and sales manager during negotiations
  • How much your car salesman actually knows about the deal
  • What's going on in the back room when you're waiting in the salesman's office
  • The 4-square worksheet and how it will be used
  • The two things the salesman wants from you during negotiations
  • How the finance manager earns a commission off of you
Step 7: Do We Have a Deal?
  • The strategy behind the wave goodbye
  • The business of referrals
Step 8: The Follow-Up
  • The strategy used in follow-up calls
  • How the car salesman tries to get you back in the dealership
Prepare Yourself: 4 Things You Should Know
  • The 4 things you should know before you attempt to buy a car
  • How to know what a good deal is
  • How to find up-to-date rebates and incentives
  • How to find your target buying price
  • How to avoid the negotiation process altogether