What Car Dealers
Won't Tell You

By Bob Elliston
Plume, $12.95

ISBN 0452276888

Bob Elliston makes a living as a developer of sales training and sales promotion programs for car dealership personnel -- in other words, he teaches car salesmen how to sell cars. To civilians like us. You want a guy like Bob Elliston by your side when you're buying a car, because, according to him, at many car dealerships he'll be your only ally.

His new book, What Car Dealers Won't Tell You, is dedicated to "everyone who has ever felt at a disadvantage when buying or leasing a new or used car, van or pickup." Having ruled out spouses of car salesmen and people just arrived from Mars, Elliston provides a superb guide to getting a fair deal on a car or truck, new or used. It's great -- he does a kind of visualization thing where he talks you through your trip to the car dealership, pointing out all the things that car dealers are trained to do in the name of a sale.

It's not that all car dealers are practicing hypnosis on you; it's just that the industry can be aggressive in its techniques. It pays to know what those are, and this book -- which includes lots of resources for checking prices, reliability, and maintenance -- will definitely level the playing field for you, the innocent car buyer.

©1996, ProMotion, inc.

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